How many times have you been told to build value when you get the price objection? Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Want a better way? Often times, services and products are roughly the same, and prospects will […]
Ghosted—just the sound of this is chilling. But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. What to do? Here are three things I do to avoid being ghosted: #1: Because prospects are pitched all the time, and because the majority of […]
Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17th. Ever feel stalled during a close? Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to […]
Imagine if there was a secret to successful selling. Imagine if there was one concept, one rule you could learn and follow, and if you learned and applied this rule, then you would successfully be able to sell any product or service you chose to. And not only would you be able to sell these […]
A boss says, “Go!” A leader says, “Let’s Go!” This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. When I became a sales manager, I was already the top producer […]
Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. In fact, after I adopted this approach, I […]
Peter Drucker—author of over 39 books on business—has been credited with inventing modern business management. He’s credited with perhaps the most fundamental quote in business management, and it’s this: “If you can’t measure it, you can’t improve it.” You can credit Drucker for all the KPI’s you collect and measure, and for all the software […]
Have you ever stopped and examined your attitude about sales? About having to be a salesperson? When someone asks you what you do for a living, are you embarrassed to say you’re in sales? Do you find that demeaning? I used to. I used to harbor a belief that I was better than being just […]
“We’re just not doing anything until this virus situation is settled…” Sound familiar? It should. You probably get this objection, or some version of it, every day now. And for good reason. We’re all in unchartered territory now. Some of you reading this are working from home—a whole new challenge—some stores and companies are closing […]
It’s here! You and your reps need training, and you want it now! And we heard you! Introducing our brand new, 7-Session inside sales training course that is available to you and your team TODAY. Your reps can now watch and learn when it’s convenient for them! Over the course of seven pre-recorded webinar sessions, […]
