Here’s a new play for your playbook . . . Ask for a tour when you meet with prospects! Why? Here are 5 reasons! 1) You Create Additional Energy! Energy is a really good thing in a meeting because it helps create emotion and emotion is pretty freakin cool too because it’s the first step … continue reading »
Did you ever feel like your appointment was turning into a game of 20 questions and you are like one question away from asking “So is it animal or mineral already dude?” I never really understood the guessing game dynamic that many meetings take on. Our prospects are busier than ever and simply don’t have … continue reading »
In this week’s podcast, we talk about 6 ways you can present solutions with a higher degree of impact! Here’s a sneak peak! 1) Get your prospect back into “state”. When I say “state” I mean back to the point where they expressed emotions about either fixing something that’s broken or embracing an opportunity. The … continue reading »
If you haven’t figured it out by now, I’m a firm believer in working a process during my face to face prospect meetings. I do this for a variety of reasons: 1) I don’t want to get into a price discussion prematurely. “Prematurely” in this context is before we had an opportunity to create value. … continue reading »
Submit for your approval, a young Uncle Paul (the dude in that picture) still in his jams and ready to close his first deal. And in true rock star fashion, he is topless and wearing shades! Note: Whenever I try a stunt like that today I scare the sh*t out of lots of people! 🙂 … continue reading »
I think an early gust of weekend is blowing through the sales playbook blog because I have this sudden urge to share a mighty cool technique I call “Twofers”. All you need is 2 minutes and a need for greater work/life balance! Scroll down and have a listen dude! Stay thirsty my friends 🙂 Powered … continue reading »
Let’s face it, most Sales Meetings suck! Many of them have way too much administrative minutia, are easily hijacked by someone going off on a tangent, perhaps a brag fest from the veteran who you need to continually make a note to give a damn about. Part bitch fest, beat up session and perhaps some … continue reading »
I look forward to hearing from you!
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