When is an objection NOT an objection? When it comes at the beginning of your presentation. The blow offs you get at this stage are merely initial resistance, and the last thing you want to do is try to overcome them. Instead, you must acknowledge you heard them and direct your prospect to get your […]
Any Top Closer will tell you that the secret to closing sales is in getting your prospect to disclose to you whether or not they are going to be a sale and getting them to tell you what you must do or say to close the deal. The reason this is key is because only […]
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 […]
As we head into the holidays, you’re probably reviewing your year and wondering what you can do to have an even better 2012. Here are three areas you can focus on that will pay you huge dividends in the year ahead 1) Focus on building an attitude that expects success. Your number one priority for […]
I get a lot of Ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I’m glad to see these requests because it means people understand the importance of identifying and then spending time with buyers. I’ve written many feature articles over the […]
Every sales team has them: sales reps who consistently miss their quota, don’t appear motivated, or, when you try to help them, do better for a while and then drop back down into underperformance. As a manager or business owner, it’s frustrating trying to get these underperforming reps to do better. And as a sales […]
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 […]
Do you suffer from call reluctance? No matter how experienced you are – or even how successful you are – picking up the phone to prospect, call leads back, and even call on existing clients can still be difficult. If you find that your phone has seemed like a 200 lb weight lately – you […]
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 […]
