We’ve all lost deals that we were so sure were going to close, and had no idea what happened. Thinking back, how many deals do you feel like you lost this year and didn’t know why the prospect didn’t close? And how many more deals do you want to lose and not know why? The … Continue reading SALES TIP: How hard questions drive real communication
On a scale of 1-10, how sold are you on your product/service being the absolute best solution a prospect could use for their business? Now answer this (honestly)…how would you rate yourself as a salesperson compared to the salespeople at other competitors on a scale of 1-10? These are critical questions that you need to … Continue reading Why you can’t sell anything without CONVICTION
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
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
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?
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
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