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The first month of 2018 is pretty much behind us so; I have two resources that might help in your efforts to sell more this year! I updated the on-demand section of my website. You’ll find all kinds of downloadable webinars from cold calling to emails to taking BETTER control of your deals. Please click … continue reading »

Strategically placed pauses during your needs analysis can work wonders. How? 1)    The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. Pausing is especially helpful when you are on a phone because you don’t have the benefit of visual cues. … continue reading »

Most of the challenges we face in sales can be traced back to the questions we asked (or didn’t ask) along the way. Sadly, most reps ask questions mostly for informational purposes instead of; To Gently Gain Control and Guide Their Prospects and Clients Jump-Start Emotions To Create Urgency Establish Rapport and Credibility Create A … continue reading »

Think back to those deals you’ve worked on where you were peppered with objections. Now think back to those deals you’ve worked on where you couldn’t get your prospect to “pull the trigger”. Think back to those deals you’ve worked on where the prospect went “MIA”. Think back to the deals that you lost. Then … continue reading »

So here we are at the end of the first month of 2018 already and sadly; A lot of people have gone back to doing what they’ve always done instead of; Embracing the new activities and behaviors necessary to have the year they hoped to. I offered these 5 resources at the beginning of the … continue reading »

There are things that jump out at us in sales and yet, we choose to leave well enough alone. Sometimes we avoid the subject because we don’t want to jeopardize the sale, hurt feelings or who knows, incite a riot but . . . You’re doing your prospect/client a disservice when you avoid the “elephant … continue reading »

There’s nothing better than being busy with lots of projects/orders from a client. Of all the types of “busy”, I’m sure we’d all agree that its the right type of busy but; It usually forces you to ask more “spec” related questions (quantity, size, users, colors, delivery date, etc). While those questions are important for … continue reading »

The Needs Analysis is no doubt, a critical step of the sales process. Execute properly and and you pave the way for a higher probability sale. Execute poorly and you disconnect! Execute poorly on a regular basis and; YOU’RE GOING TO HAVE REALLY SKINNY KIDS! Here are several questioning mistakes to avoid at all cost! 1)    Failure … continue reading »

If you’re like most sales people, and you come across a blog post on asking better sales questions; You roll your eyes and you automatically think; “Here’s another repackaging of all those open ended and closed questions I learned when I was a sales padawan” Or maybe you’re thinking . . . “You’re going to tell me to … continue reading »