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)
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?
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
What you were told about prospecting… “You should be able to sell anybody at any time!” “You’re not cut out for sales if you can’t one-call-close somebody!” “Learn to like rejection!” Have you heard any of these things before? I know I have in my 10 years of sales experience. I’ve always hated cold calling, … Continue reading You’ve Been Thinking About Prospecting All Wrong…
Do you know why somebody would buy your product? Do you also know why somebody would NOT buy your product? Do you know why you’re hearing objections like “I’ll have to think about it.”? These aren’t trick questions. The answer to all of these questions would be NO! Unless you ask, that is… Why Ask … Continue reading Ask Why? to Find the Why
Have you experienced this? Have you ever been messaged on social media by someone you didn’t know who seemed like they just wanted to get to know you? But then after you been chatting for a bit, they start leading you down the road of a sales pitch… You can see it coming, and you … Continue reading How to Cold Prospect on Social Media, Without Pissing People Off
What is it? Have you ever wrapped up a sales call and had no idea where your deal stands? Do you know what your next step is? Or why the prospect might end up buying from your direct competitor? This is a very common problem for salespeople all over the world! They present their product, … Continue reading How to Use the Mighty Trial Close, so You Always Know Where Your Deal Stands!
If you’ve ever been faced with an objection that you didn’t know how to handle, or even how to give a response of any kind, you’re not alone. Objections are one of the most common reasons you might hate sales. And the lack of ability to properly handle objections is one of the main reasons … Continue reading This is the Only Objection Handling Structure You Need (to handle any objection)
What if there was a one question “cheat code” in sales that would uncover 80% of the information you’ll need in order to connect the prospect with an accurate solution to their problem? A question that would cut your sales cycle in half, make your customers happier, and all but eliminate objections when you ask … Continue reading If You Only Ask a Prospect ONE Qualifying Question, Ask THIS…
You’ve Probably Heard This Before Imagine calling a completely cold prospect trying to pitch your product or service, and before you even have a chance to get your full sales pitch out of your mouth, the prospect cuts you off and says “Sorry, but we wouldn’t be interested. Thanks.” And you have no response… Pew! … Continue reading How to “Set Hooks” So DEEP the Prospect Will Instantly Close Themself…Even If They Have No Interest!
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