Did you know that over 85% of resumes received by hiring managers arrive without a cover letter? While that may not mean much to you, it means a lot to the people reviewing and vetting resumes for the job you are applying for. Resumes that are sent in without someone taking the time to write […]
Better Selling in Under 5 Minutes: "How to Handle the 'I need to speak to someone' stall."
Welcome to our new video series: “Better Selling in Under 5 Minutes.” We’re launching this series today to help inside sales reps and teams handle selling situations more effectively. Today’s topic is, “How to Handle the ‘I need to speak to someone’ stall.” If you like the video, please pass it on to other sales […]
How to Apply For and Get a Better Paying Job (Part One)
According to a PNC survey, almost two-thirds of millionaires say their wealth is largely attributable to their jobs. Furthermore, these six figure earners are much better at applying for and landing better paying jobs and are far more inclined to negotiate better salaries and over all commission plans than their peers (says a study by […]
How to Turn Cold Leads into Warm Leads
Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking! Don’t you wish there was a way to turn cold names into […]
How to Get Your Voice Mails Returned
When voice mail first came out, it was the hottest thing in business. Everyone anxiously checked and even responded to their voice mail no matter who was calling. It was a beautiful thing… After a while though, prospects stopped returning voice mail and turned their attention to email. And then that pretty much dried up, […]
The Proper Way to Set a Call Back
Not all sales close on the first – or even second or third, etc. – closing call. Because of that, it’s often necessary to set a call back to continue the conversation. Like most parts of a sale, the call back is one of those recurring situations that you, or your sales team, will find […]
Top Characteristic Part Ten: Invest Daily in Your Attitude
Now that you have resigned from the company club, you can use that time and energy to do the one thing that will have the most impact on your performance and your life: Find ways to build up your attitude on daily basis. Before we get in to some ways to do that, let me […]
Top Ten Characteristics of Top Sales Producers (Part Nine)
These last two parts will focus on the one characteristic that is perhaps the most important of all. You’ll find this characteristic in ALL top performers, not just in top sales producers. You’ll see it in top athletes, actors, musicians, dancers, top business people, academics, etc. All top producers have this quality in abundant amounts, […]
Top Ten Characteristics of Top Sales Producers (Part Eight)
In Top Characteristic Part Eight, we’re going back to cold calling and qualifying to reveal an important skill all top producers possess: Top Characteristic Part Eight: Treat all gatekeepers with courtesy and respect. If you have to make cold or warm calls to prospects, then you probably have to deal with your share of gatekeepers. […]
Top Ten Characteristics of Top Sales Producers (Part Seven)
How many times do you ask for the sale during a close? Once? Twice? The number of times you should be asking might surprise you… Top Characteristic Part Seven: Be prepared to ask for the sale five times – or more! Most sales reps I listen to (while reviewing their closing and presentation calls), ask […]