So quick little tidbit on handling objections in sales.. And I was just working on this this morning to really think through. And I came up with a couple points on some wisdom surrounding objections. So you’re in the right state of mind to understand where the prospect’s coming from and what your job really … Continue reading The Truth About Handling Objections (not obvious to most)
Have you ever found yourself presenting your product or service to your prospect, but you actually had no idea what parts of your presentation they really cared about? I have, and I KNOW that many other salespeople have also experienced this awkward moment. Because of feeling how crappy I felt in this moment, I made … Continue reading Sales Qualifying Explained
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
“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
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
Why don’t the smartest, most successful people watch the news? It’s not because they don’t have time. It’s because they know that the media makes money from sponsors and advertisers, and they are required to gain and keep VIEWERS. Without consistent viewers, media stations don’t make money. I mean, it’s not like the government is … Continue reading Here’s Why Successful People Don’t Watch the News…
First of all, I stole the first part of that subject line from a work colleague (Karen W), and I liked it so much I decided to tell a story about productivity. Before I do, I was inspired to tell this tale because there is a big difference between being busy and getting things done! … Continue reading Motion vs Progress…a Story About Productivity
Rule #1: Be amazing at what you do. Rule #2: Don’t be better than your master…EVER! This is straight out of the world famous book by Robert Greene, 48 Laws of Power. I will probably even cover many more “laws” from the book (which is amazing), but it only makes sense to start at number … Continue reading Can Outshining The Master Get You Killed?
This is not the most comprehensive persuasion course out there, but that’s exactly why this is so helpful! These are not WORD TRACKS, they are THOUGHT TRACKS. If you want to deliver amazing content, refer back to these principles every time you write a blog, social media posts, speech or deliver a sales presentation. This … Continue reading Because I Like You…Here’s Your Persuasion Cheatsheet!
Most people think that all sales training is the same. I mean, the sales process is all the same, right? Not quite… Not only is the sales material different from training company to training company, but THE WAY it’s delivered is also different! And because of that, your business will see vastly different results depending … Continue reading 3 Unlikely Reasons Why Sales Training is a MUST for Businesses
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