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
Imagine being able to create interest for a product out of thin air, without the prospect, even knowing that they had a need for that product… Well, that right there is the exact skill that you need to develop to be able to sell anything to anybody. But that sounds way too easy, like everybody … Continue reading If You Can Do This, You Can Sell Anything
…do you know what I’m about to tell you? I’m going to keep this short and sweet, because the real #1 key to success in sales and business is SERVICE! Think of all the luxury brands in the world…you know, the Ritz-Carltons, the Tiffany’s, the Ferraris. What do they all have in common? Their attention … Continue reading The #1 Key Success in Sales is…
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)
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?
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
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