If I asked you what the most important tip, technique or strategy is that you learned in your sales career, what would you say? I easily remember the one that I learned early on because I’m reminded of it nearly every day. In fact just last week I read a story about Gary Emanuel, the […]
Do you know the name, Phil Emery? He is the G.M. of the Chicago Bears and his rise to this prized position – there have only been five G.M.’s in Bears history – is one of the fastest in all of the NFL. Emery started out as the strength and conditioning coach at the Naval […]
If you’re a business owner, then I know you place a lot of responsibility on your inside sales manager. In many companies, managers are not only responsible for finding, hiring and developing successful reps, but they are also responsible for training these new reps and for the continued training of existing sales reps as well. […]
If you have to make cold calls and you don’t know the decision maker’s name – you’re going to love this proven technique (and you can still use it even if you do!). First of all, you have to use this exactly as you read it here – Do Not deviate from the order of […]
If you have to set appointments over the phone then you know that delicate balance between building rapport, creating interest, qualifying and asking for and getting an appointment. It can be difficult knowing exactly when and how to ask for the appointment without sounding like you are closing them, and, of course, there is always […]
What kind of a commitment do you get from your prospect at the end of your prospecting call? If you’re like most sales reps, the answer is, ah, none. Or, it’s an undefined, “Well, I’ll follow up with you next week…” If this sounds familiar – or if you’re a manager and it sounds like […]
Every Monday morning, Peter King of Sports Illustrated publishes an online recap of the previous NFL Sunday called, “Monday Morning Quarterback – MMQ”. This is required reading if you’re an NFL football fan, and even if you’re not, it’s entertaining and filled with great insights. In last week’s edition (10/2/11) I read this brief story […]
If your product or service allows you the chance to up sell your customer at the point of sale (and seriously, what product or service doesn’t??), then you instantly double and even triple your income if you know how to properly suggest and get your prospects and customers to buy more. First, let’s talk about […]
This saying really resonated with me the first time I heard it. At that time I was selling over the phone, and I knew all about being driven by fear. I was afraid that if I didn’t make quota I would be fired. I was afraid that if I didn’t close any business before the […]
Best Way to Handle the “Email me your information” Blow off How do you currently handle the brush off, “Just email me – or send – me your information”? Believe it or not, about 80% of sales teams I speak with actually shoot off an email, schedule a follow up call, put the company in […]
