Blog

You’ve worked really hard to “court” your prospect and then it happens; They tell you . . . Thanks, but No thanks! What do you say? What do you do? What’s your plan . . . From the word “No”. Do you have a plan or do you just “Wing It” Oh, and how do … continue reading »

Our ability to take video with our smartphones is usually limited to a family event, the kid’s game etc and meanwhile; There are several ways we can utilize that feature to help expedite our deals. Use Video To Demonstrate Something Demonstrations are a powerful form of evidence. Videos can help you do that. Any type … continue reading »

Would you like 2 email templates that will help expedite your deals? I’m going to be sharing the 2 I’ve been using during our How To Close More Deals webinar this Thursday, at 11:30 am EST! Here’s what you’ll gain by joining us; 30 ways to find buyers with a much higher degree of urgency … continue reading »

I used to hate this time of year! Don’t get me wrong, I love the holidays, I just think people tend to use them as an excuse. Business, for some, will come to a grinding halt while they mentally check out from the Wednesday before Thanksgiving until the following week. It will pick up again until … continue reading »

So here we are rapidly approaching the end of 2017. And before you think I’ve prematurely gone into year end mode; You DO realize that many of the people you’re trying to do business with are going to be unavailable next week and will soon give you the old line; Call me back after the … continue reading »

On the surface, you and your competitors look and sound the same until; You clearly articulate your difference but; There are lots of things tugging at your prospect’s attention span, that can easily help them forget. That’s why repetition is key and; You need to premeditate when and where you will reinforce your key selling … continue reading »

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 behind that educates the prospect and forces your competitors to play a more defensive game. Its also something that forces your competitor to expose their weaknesses. … continue reading »

Advertisers know something about us and they’re brilliant at navigating around it. They know that the human race is more distracted today than any other point in history and; They know that we need to hear, read, experience something MORE than once in order for a point to register! Your buyers are the same way! … continue reading »

No, that wasn’t an over-exaggeration or a feeble attempt at click bait; It’s an exact quote from the folks over at HubSpot based on the research they conducted. I always knew that there was a bit of trust issue with us sales folk, I just never knew that that things were quite that bad! Before … continue reading »

The problem with many sales reps is that they quickly become a “me too” sales rep by saying and doing the same things as everyone else! Then they act surprised when a deal takes longer to close. Prospects tell them “No thanks” or worse yet; Go silent on them and stop returning calls. Here are … continue reading »