I see it (and experience it) time and time again. A sales rep calls a prospect, they don’t answer so they either leave a message or they simply call back. Some will immediately email after they left a voice mail (which I think is annoying but to each their own) and the cycle repeats itself … continue reading »
Want to know the most basic way to get someone’s attention? It’s actually simple; Break their pattern! I borrowed that from Chip Heath, co-author of Made To Stick, and it has prospecting written all over it! Too many times, we find ourselves knee-deep in a pattern of; We call and they blow off the call and … continue reading »
Many of us don’t appreciate the CRAZY level of noise our prospects are dealing with. For starters, the average person sends and receives 121 emails per day and that number dramatically increases at the C-Level! (According to Radicatti Group) The average person is exposed to over 3,000 advertising messages a day. (According to FastCompany Magazine) … continue reading »
Want to know how you can increase the probability of a decision maker taking your call? First, let’s talk about what NOT to do. When you call and get voice mail, don’t hang up and immediately call back. If you like to hang up, and immediately call back, when you get voice mail, don’t hang … continue reading »
One of the most dangerous things you can do in sales is letting the words or actions of a jerk, immobilize you! Think about it; There you are prospecting and someone decides to be an idiot when a simple “No thanks” would have sufficed. You keep playing the scenario over and over again in your … continue reading »
This one, simple tactic can generate MORE sales opportunities than you can ever imagine, and; In this week’s episode of The Sales Playbook Podcast; We’re gonna go there! Click HERE to download this episode or scroll down for additional listening options. You can also listen to my podcast; On Spotify by clicking HERE Apple Podcasts by clicking HERE Google Podcasts by clicking … continue reading »
Verizon, Progressive Insurance, and NAPA Auto Parts; All three have leveraged a sales tactic that most sales reps don’t know exists; They Make Intangible Things TANGIBLE! Let’s take a quick look at each of these companies and how they absolutely ROCK this tactic! Verizon Take a look at those people behind the former “Can you … continue reading »
I think we might be at the point where every sales trainer loves to talk about how professional sports teams review “game tape”. My concern is that there aren’t many of them telling you HOW YOU Can use “game tape”. Let’s go there! The first thing you can do is; Tape your end of your … continue reading »
In this week’s episode of The Sales Playbook Podcast, we’re going to discuss a tactic that will put a lot, (and I mean a lot) of money in your pocket, and; I also have a major announcement that I’m sharing at the end of the podcast. Please share this week’s FREE sales lesson with your … continue reading »
So there you are trying to expedite your deals BEFORE year end when you learn that your competitor (s) is also competing for the same deal(s). What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can leave landmines! A landmine is something you leave … continue reading »
I look forward to hearing from you!
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