Imagine a world where prospects told you the complete truth, and even shared more information than you asked for. Now come back to reality and think about how your sales calls actually go. Do you ever feel like prospects are withholding information from you, or being a bit too vague in conversation? The reason you … Continue reading Have you ever been lied to by a prospect? Then read this…
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
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?
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