Are You Just Being Annoying? Have you ever thought about how your follow up message makes the person on the other side of your communication feel? It seems easy to do, and is preached back and forth from here to China… But the reality is that most salespeople NEVER put themselves in their prospect’s shoes … Continue reading How to Follow Up WITHOUT Pushing Your Clients Away
If you’re like most people, you’re attracted to fancy skills like the ability to close deals that most others would just walk away from… And that’s totally natural, because we all appreciate expert art forms that only well-trained icons can perform! You just don’t want to obsess over skills like this, because – although extremely … Continue reading The 1 Thing More Important Than Closing Skills
How often do you hear prospects say things like “I can get a cheaper price from your competitor“… Or “So-and-So is offering a 50% discount. What can you do?“ It’s usually at that moment where – as a salesperson – your heart sinks, you get a lump in your throat, your chest tenses up and … Continue reading How to NEVER Compete on Price Again – Even When Selling a Commoditized Product/Service
Selling seems incredibly complicated and complex when you start your career in sales. Selling can seem like a mystery even after 5, 10, 15 years of getting inconsistent results. It can even seem impossible to get people to say Yes to you when all you hear is No for weeks on end. And the truth … Continue reading 2 Things About Selling You NEED to Master…
You may have worked at companies where you had 4-6 different “stages” of a new sales opportunity… This pretty much holds true for every company I’ve ever worked for. What I can tell you is that those stages do not relate to the phase of a sales cycle! Stages are for tracking purposes only. However, … Continue reading The Only 3 Phases of a Sales Cycle
Because I know you don’t want to waste time, here’s the short answer… Processes & Challenges The actually sales techniques that you use in each transaction are identical (solve a problem), but the problems that you solve and how many hoops you jump through are usually different. Let’s compare… Small Business / Single Customer The … Continue reading What’s The Difference Between Inside Sales & Field Sales?
“How you treat one person is how you treat everyone.” You might have heard that saying before. If not, you’ve surely heard the golden rule… “Treat people how you would like to be treated.” These are not just cute little sayings, but this is your reality! And not just because of the mystical laws of … Continue reading You’re In the People Business, So Act Like It
Every sales trainer and their mother has a different way of handling customer objections. It would seem as though all you have to do is use their amazing formula or word track and the customers will just become putty in your hands! And speaking from experience…that can actually work. 🙂 However, what you need to … Continue reading The Truth About Handling Objection The No Sales Trainer Wants to Tell You
You don’t like a pushy salesperson, right? You don’t like being told what to do, right? You don’t like feeling backed into a corner, right? I realize those questions are leading, and by even reading those questions you might have gotten a little defensive, perhaps thinking “where is this going?” You probably feel like I’m … Continue reading Why Controlling a Prospect Leads to Lost Deals
The hardest part about gaining new customers is getting that initial interest. The sales process, closing, follow up, that stuff honestly doesn’t require a lot of skill to work at a mediocre level. But prospecting, cold marketing, trying to find the right customers and spark that initial interest can be incredibly difficult. So what do … Continue reading Is Trickery Acceptable in Business Today? Answers Vary…
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