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free webinar: how to avoid getting screened out! Gatekeepers Best Practices Learn how to get the gatekeeper to put you through over 80% of the time without screening you out! Most sales reps hate prospecting because they don’t know how to effectively deal with the gatekeeper. Do your reps suffer from call reluctance because they […]
I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet. What should she have done? What would you have done? The proper technique here was to 1) Answer the question, 2) Get buy in that this was what […]
When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb storyteller, and there is a reason this is a “classic.” While reading this, it reminded me of an encounter I had that was a chilling reminder […]
What’s the number one blow off/stall prospects use these days? “Can you email that to me?” They aren’t saying no, but they are still getting rid of you, aren’t they? And unfortunately, chasing down busy professionals—especially people who don’t want to be followed up with—will make reaching these prospects very frustrating… The solution? Be prepared […]
It’s that time of year again–the time when every company has a black Friday sale. I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. It’s my bestselling 5-CD Series: “How to Double Your Income Selling Over the […]
Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and… Right out of the gate, they won’t even give you the chance to pitch them! The good news is that this […]
Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take? If you have, then you’re probably missing one of the most important “pre-qualifying” questions […]
