Tired of getting blown off with the objection: “We’re all set,” when prospecting? Or maybe you get one of these variations of the “We are all set” objection like: “We are okay with our present system.” OR “We’ve already got a company that handles that.” OR “We’re fine for right now.” The key to handling […]
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Finding and hiring good inside sales reps has always been a challenge, and it’s gotten even tougher since the pandemic. The entire work landscape has changed, and working remotely has made it harder on both companies and individual producers. Recruiters, HR departments, and sales managers are working harder than ever, and they all ask me […]
Now that the holidays are right around the corner, here is a gift for you: How would you like to have a sales coach who could help you double and even triple your sales—and your income. Imagine if you could get the answers to your hardest sales related questions like how to qualify for buying […]
If you’re ever challenged with the objection, “Your price is pretty high for that…” and you are tempted to see if you can lower your price to compete, what is the most important bit of information you need? Think about this… I was listening to a training call the last week, and the prospect told […]
One of the most important things I learned early on in my sales career is that attitudes are contagious. My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was […]
I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc. Why would you want to miss all the sales this prospect will place in the meantime? The smart thing to do is ask a prospect what their buying schedule is. Try: “How […]
So many sales reps hate hearing NO. In fact, constant rejection is the number one reason most sales reps dislike sales. One of the most useful things you can do, however, is to embrace getting a no, and reframe it for what it is: Simply someone getting out of your way and helping you get […]
I’m sure you’ve heard that practice makes perfect, right? Do you believe that’s true? For those of you who said yes, I’ve got some good news and some bad news. Bad news first… Practice doesn’t make perfect; it only makes permanent. So, if you’re winging it, ad-libbing your way through your sales career, then I […]
What’s the number one blow off prospects use these days? “Can you email something to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that they’ll talk to you later… Unfortunately, later becomes never, as chasing down busy professionals—especially people who now don’t want to be followed […]
