Want to do something that will generate mucho benefits? Ask for a tour when you meet with prospects! Why? 1) You Create Additional Energy! Energy is a really good thing in a meeting because it helps create emotion and emotion is pretty AWESOME because it’s the first step towards getting someone off the fence of … continue reading »
When you really think about it, there’s a lot riding on the planning we do, prior to meetings, conference calls, Webex, etc. With proper planning, we can . . . Have a thorough understanding so we can; Ask better questions to gain an even more thorough understanding Prepare more meaningful talking points based on that understanding … continue reading »
Beyond giving us valuable information . . . 1) A good question can draw someone inward and . . . cause them to reflect, consider, and even do so subconsciously through (get this) the awareness your question has created. 2) Good questioning allows you to take control of a situation . . . without being … continue reading »
The questions we ask can make or break the deal. Execute properly and you pave the way for a higher probability sale. Execute poorly and you disconnect! Here are several of the mistakes you need to avoid, at all cost! 1) Failure to establish the proper environment. This includes everything from not having enough time, to … continue reading »
I have one of the toughest crowds to sell to! At the decision making level, you have many who feel . . . 1) That sales training is a waste of time and money 2) That most sales trainers are displaced sales people. You know, the old, “Those who can, do; those who can’t, teach” … continue reading »
In this week’s FREE audio sales lesson, we talk about how you can get more responses to your emails, more callbacks and more appointments. How’s that for making some really bold claims? Well, its completely legit and its actually so simple, you’ll wonder why you haven’t tried it sooner! So go ahead, I triple dog … continue reading »
According to a report from Leap Job, only about 2% of all the calls you’re making result in an appointment. Why is that? I’ll let you in on a little secret that we talk about in our Rock Star Academy program; Most cold calls, voicemails, emails suck, because the sales rep leads with something the … continue reading »
You don’t train 10,000+ sales reps without learning a thing or two about human behavior! Without giving you a full out sermon, or boring you with psychology, I’ll simplify it by saying; The people who are kicking ass in sales, are the ones who are willing. to do the opposite of what they’re peers are doing. … continue reading »
I might be a trainer of sales rock stars, but, on occasion, I’ve sold pools (Hey, I’m not so young and need the money) In fact, I included a picture of the (soon to be) pool in this post. One of my coaching clients (Rich) sent me a picture of the pool company breaking ground on his … continue reading »
As sales professionals, we can be a mighty proud bunch when it comes to our accomplishments. Many of us, who have won awards, proudly display them in our office. Sadly, we might be hurting our efforts with our clients and prospects. Dan Kennedy in his book, No B.S. Trust-Based Marketing tells an interesting story about this … continue reading »
I look forward to hearing from you!
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