Are you ready for some football? The first preseason games are in the books, and coaches are watching game film and teaching players how to improve every week. I read a piece by Peter King from SI.com about his conversation with Ellis Hobbs—former cornerback with the New England Patriots. He was talking about how much […]
If you are new to receiving these sales tips, or even if you have been subscribed for a while, I want to give you something that will help you sell more. It’s not often that we get something for free, but I’m going to give you some resources, some inside sales techniques that will help […]
I was giving a training today and emphasizing the importance of directing the sale, assuming the deal, and leading the prospect through the close. As I did, I reminded the team of closers of my very favorite closing phrase, and one that has literally made me millions of dollars in my career. When you get […]
One of the best things about sales is that you already know what all the objections are. For every sale, there are only about five core objections: price, think about it, talk to someone else, etc., and then some outliers you get less frequently. But overall, you know what’s coming. So, why not eliminate, in […]
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It’s mid-July, and I’d like to ask you a question: How much better of a sales rep are you today than you were in January? Can you identify the areas you’ve improved in and measure their impact on your closing rates? If you’re like the vast majority of sales reps (or sales teams), the answer […]
Hope you had a great July Fourth! Summer is now officially started, and it’s a great time to enjoy some family time, go on vacation, recharge your batteries, and enjoy a little downtime before the big push of the 3rd & 4th quarters. It’s also a great time to feed your motivational well! I love […]
I have listened to thousands of sales calls over the years, and I spend the majority of my coaching and training hours listening to sales calls even today. And I still hear the same mistakes…. Here are three things NOT to say if you want to become more effective at opening and closing more sales: […]
Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. The client, sure their sales cycle was more complicated and therefore required more advanced closing techniques, considered the bet: If the sales […]
What is a sales person’s dream? An inbound lead. Someone has found your company, responded online or sent an email, and wants to know more about how you can help them. A slam dunk deal, right? Not so fast… If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all […]
