How to Negotiate to Close More Deals
There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free...
View ArticleThe Power of Thinking BIG!
Ralph Waldo Emerson wrote, “The world is all gates, all opportunities, strings of tension waiting to be struck.” Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He...
View ArticleThe Power of Optimism in Sales
Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of...
View ArticleIf You Love Sales, Then Pass This On
Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles. I found a short book called, The Salesman’s Book of Wisdom,by Dr. Chriswell Freeman, and the...
View ArticleStop Talking Past the Close
How many tie-downs and trial closes do you or your team use during their presentations?If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble…In an earlier blog, I...
View Article3 Ways to Overcome Call Reluctance
Do you or your team suffer from call reluctance?Would you rather send emails than make calls?If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite...
View ArticleOvercome All Objections With This One Question
Want to know a secret about objections? There are really only two types:Real concerns that need to be addressed, and, once you do, you can then close on, and,Smokescreen objections hiding something...
View ArticleThe 2-Minute Referral Script That Is Killing It!
(I’m going to give you a formula, and a link to a short audio using the script, that guarantees you’ll get tons of referrals… but first let me vent.)Everything you’ve ever read or heard about referrals...
View ArticleObjection: We Are All Set
As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy.Responses that work.And that’s...
View ArticleWhy Use More Tie Downs and Trial Closes?
I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the...
View ArticleClosing Sales is Like First and Goal
Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a few weeks ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last...
View ArticleGift Yourself the Power Phone Scripts
What is the one thing you all wish for this season? More money, right?If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it?And if you’d like to make...
View Article3 Customer Service Secrets
How would you rate your cell phone company’s customer service? To get the answers to these questions, we conducted a survey and here are some of the words consumers used most often:Dread Frustrated...
View ArticleAsking the Right Sales Questions… The Key to the Insurance Sale!
Most of the agents and advisors we train are amazed to find out that asking your clients the right sales questions, can make such a huge difference… Not only in making a sale… But also, in the size of...
View ArticleYou Have 5 Seconds to Make a Good Impression
Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone.As the Internet got popular and email lost its luster, they said you had just a minute...
View ArticleTurn Rejection into a Learning Experience When You Network
Who hasn’t been surprised when we have worked hard on a proposal, inquiry or connection of any kind – and then the recipient goes radio silent?Often people don’t know how to “reject “ us so they do...
View Article5 Steps to Making Appointments Stick
Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of the meeting.Actually, there is something more frustrating:...
View ArticleSales Managers – Measure What Matters Most!
If you’re an inside sales manager, then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports....
View ArticleMost Sales Trainers Have it Wrong
Let’s face it, the ‘Old Style Sales Techniques’ that have been taught for the past 50 years or more have completely lost their effectiveness. People today are too smart to fall for all those sales mind...
View ArticleGift Yourself the Power Phone Scripts
What is the one thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make...
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