Closing a deal is just like proposing to that special someone…you should already have a pretty good idea that they will say Yes when you ask that sweat-inducing question. You should already have a good idea that the buyer is going to say Yes when you ask them for the order (or to “move forward”, … Continue reading The REAL Secret to Closing the Deal (don’t just pass the pen and pray)
Do you feel like your sales cycle is taking too long? Like a bad movie that your spouse made you watch, and it just won’t get to the end so you can see who really framed the rabbit? The reality is, your sales probably ARE taking too long, and it’s also probably YOUR fault! You’re … Continue reading 3 Killer Ways to Compress Your Sales Cycle, and Close More Deals Faster!
You might be thinking to yourself… “What type of topic is this?” I wouldn’t blame you for that, because this idea just hit me this morning while reading another blog from a very successful entrepreneur (yes, who claims to be an introvert). He wrote that he is an introvert at his core, but knows that … Continue reading Do Introverts Produce Better Products?
Have you ever wondered how some people seem to just get more done than other people? It’s like they aren’t even human at all, but more like a superhero that operates like a well oiled machine. Have you also noticed that those people seem to do the same things day in and day out. They … Continue reading Why You Need to Focus on Your Plan, and Say NO to Everything Else
What if you didn’t actually have to “handle” objections? What if objections weren’t even objections at all? One of the biggest areas that salespeople struggle in is dealing with customer objections. Unless you know what you’re doing, objections are a sea of mystery. But what if I told you that you don’t have to actually … Continue reading Why NOT Handling Objections is Better
Did you know that time kills deals? Think back to a time when you really wanted something, but didn’t want to spend the money at the time. You probably thought to yourself “I’ll get that product as soon as I get paid!” Which sounds reasonable enough, right? So then you get paid and go back … Continue reading What is “Deal Fatigue” and Why is it Killing Your Deals?
No I’m not talking about being convicted and locked up in the slammer… I’m talking about conviction! Conviction in your product. Conviction in your company, Conviction in yourself. Conviction is really what sells, not the words you say. Why Conviction Sells Better than Words Think of the most persuasive people you know about, what do … Continue reading Powerful Persuasion Relies on Conviction
You’ve finally done it! The prospect that you started working with and then went dark has finally come back to life! They are asking for some updated information and pricing, they say they want to take another look at your company, and you’re starting to get excited that all of your follow-up effort has paid … Continue reading The #1 Question to Ask When an Old Prospect Wants to Re-Engage
Have you read a few sales books, but still not seeing much of an improvement in your results? I can’t tell you how many people have told me that they’ve read a few sales books, but are still at the bottom of the list when it comes to production. The reason is because just reading … Continue reading How to Get Better at Selling
If you just love cold calling more than anything in the world, then you may not want to incorporate this technique into your sales conversations… But if you’re like most of the population, this is a tool that you’re going to want to use with every single client or prospect you ever talk to! Start … Continue reading If You’re Not Doing This One Thing in Sales, You’re Losing Money
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