If you prospect for a living, then I know you get the brush off, “Just email me your information.” And if you then take the time to email something thinking that you’ll have something to discuss on the next call, then I know how deflated and frustrated you are when you attempt to get back […]
One Question to Gage How Your Presentation is Going
If you give a demo or presentation to showcase your product or service, then you probably know all about the frustration of getting to the end, presenting your pricing options and then asking for the order only to be told a variation of, “Well, let me think about it/talk to corporate/get back to you, etc.”. […]
Here’s the Secret to Success
Want to know an important secret? The most powerful technique to ensure your immediate and continued success is staying focused on what you want – all aspects of it – and not give in to worry, doubt, or to the temporary circumstances are happening right now in your life. I know this sounds simple, but […]
6 Things NEVER to Say During Your Sales Presentation
I’ve been listening to sales rep pitch their products and services for over 25 years now, and there are still words, phrases and techniques that send shivers down my spine. And I’ll tell you now they send shivers down the spines of their prospects and clients, too. Let’s face it – when selling over the […]
Why Not You?
Russell Wilson, the 5’11, 25 year old Seattle Seahawks quarterback who just won the Superbowl, loves to tell the story of how his dad pulled him aside when he was a kid struggling to make teams because he was so small. His dad would tell him, “Russ, you’ve got the talent, you’ve got the drive […]
The Sooner You Lose the Sale, the Better
Last week I was speaking with another training company about perhaps joint venturing on webinars together. They would give a webinar to my list of subscribers, and I would then give one to theirs. After the initial conversation, next steps were made and we were to exchange various deliverables and take the conversation to the […]
How Peyton Manning Helps You Slow the Game of Sales Down
I was reading an article in Sports Illustrated by Boomer Esiason (the ex-NFL Cincinnati Bengals quarterback) and he was breaking down what makes Peyton Manning such a great quarterback. He discussed specifically how, on November 17th of this season when Payton was playing the undefeated Chiefs, Peyton was challenged with surviving a defense that was […]
Metrics-Driven Sales Objection Handling – Feel, Felt, Found
(This article is by Guest Author: Gareth Goh, InsightSquared.com) When faced with a bevy of objections – particularly from top-of-the-funnel prospects – sales reps might see their slim chances of closing this customer fading away. Sometimes, sales objection handling can feel like throwing up a Hail Mary, especially when the sales rep is unprepared, with […]
7 Secrets to GREAT Customer Service
Introduction In today’s inside sales environment, customer service reps wear many hats. Often a blend between pure customer service, where reps take inbound calls from existing and potential customers, to an order taking role where those same reps also take inbound customer orders, all the way to being tasked with proactive up-selling or prospecting into […]
Three Customer Service Secrets – True or False?
How would you rate your cell phone company’s customer service? How about your cable TV customer service or your computer company’s customer service? What word or words would you use to describe your feelings when you have to make one of those calls to either change a service, question your bill, get technical support or […]