What are your three most important metrics you measure to track and predict revenue? That was the question I asked my LinkedIn “Inside Sales Management Group,” and the answers I received were quite interesting. Whether you’re a business owner, sales manager or even a sales rep, you know that metrics are a crucial way to […]
The NFL Has a Playbook, Do You?
Now that Labor Day is past, it’s time to think about getting back to work, pushing hard in September to set yourself up for the fourth quarter and….and….wait a minute. Fourth quarter? That reminds me the NFL season has just begun! Are you ready for some football? I sure am! In preparation for the season, […]
The Key to Using Your Imagination
I’m reading a great book this summer about the power of using your imagination, called “The Law and the Promise” by Neville. It’s the kind of book that adds very fine distinctions to the concept of the Law of Attraction, and acts almost like a graduate level work on the subject. It’s the kind of […]
Three Ways to Get Better at Listening
What do you think the most important skill of a Top 20% producer is? Persistence? Work ethic? Time management skills? Closing skills? Tenacity? Certainly all of these skills are present with any Top Performer, but what really separates a pro is their ability to truly listen. And I mean the ability to sit through awkward […]
Why Cold Calling Isn’t Dead – and Other Myths Debunked!
Myth Number One: Cold Calling is Dead: A few years ago, when social media and social selling came out (sales 2.0 they called it), there was an almost euphoric sense that spread among the sales community because everyone suddenly hoped (and, some still hold out the hope), that the worse part of their job was […]
How to Eliminate Objections
I was coaching a client this week and he was complaining about the biggest objection he almost always gets at the end of his presentation – that prospect stall the sale by saying they have to run it by another person first to get approval. Now I’ve written about this before and provided ways of […]
The Importance of Following Up
Let me ask you this: If you just met with a really hot prospect, how long would you wait to follow up with them? A day? A couple of days? A week? Here’s my experience with a couple of real estate agents this week: My wife and I are selling our home and have begun […]
How to be the Winning Quote
If your clients and prospects are getting several quotes to determine who to buy your product or service from, then I know you’re frustrated. When what you’re selling is essentially the same (and even when it isn’t but your prospect “thinks” it’s the same), it can be maddening to lose business to the lowest bid. […]
Six Ways to Handle the "I'm Not Interested" Blow Off
Today you’re going to get six ways to handle the “I’m not interested” blow off. Did you notice that I didn’t call that an objection, but rather a “blow off”? The first thing you must recognize about blow off statements – things like “Just send me information” or “We don’t have the budget” or “I’m […]
Three Things You Need to Have to Be Happy
Are you happy? I mean consistently, get out of bed, enthused about another day happy? Or, do you wake up and wonder if it’s the weekend yet? Or worse, if it’s the weekend already, do you still wake up and wonder when the weekend is coming? I was talking with a client the other day […]