One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Flags prospects give during the initial call. In their haste or desperation to “generate a lead” or to “fill their pipeline,” most sales reps hope that the possible objection they just heard will miraculously go […]
3 Ways to Improve Your Listening Skills
In sales, the ability to truly listen is what separates the Top 20% of producers from the bottom 80%. Now when I say “listen,” I mean much more than just hearing what a prospect is saying. Many sales reps hear their prospects, but because they are unprepared to handle various objections or questions, they are […]
How to Overcome the Price Objection
When someone tells you they don’t have the budget, it is usually a well crafted objection. How do you overcome the objection?
The One Real Key to Your Success
Every so often I feel it’s my responsibility to remind people about the single most important determinate of success, happiness and well being. Like gravity itself, this law of being is constant; it is unchanging and completely dependable. Every person relies on and uses this principle, consciously or unconsciously, and it never fails to deliver […]
How to Qualify Before You Send Information
In response to last week’s article on ?Just send some information,? someone wrote and asked this: ?Sometimes it takes five to seven ?touches? before someone will buy, and sending information begins that process. How do I strike a balance or know when to just cut bait and not send anything?" I understand it’s important to […]
Just Send Some Information
Of all the brush-offs, ?Just send some information? is one of the most common and deceiving of all. ?But they didn’t say no,? 80% of sales reps will say. ?Maybe after they see my information, they’ll become interested," they think. Yeah, right. And maybe I’ll buy the winning lottery ticket today. If your information did […]
5 Secrets to Exercising Authority
If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose their […]