Blog

So here we are again, rapidly approaching year end. For those of us in sales, that means a final push in order to finish the year STRONG! If only it were that simple! Between now and year end, there are a few obstacles you’re going to have to navigate. It’s an election year here in … continue reading »

You’re busy, I get it! You’re trying to set up appointments, close existing deals, internal/external meetings, putting out fires etc but; If you don’t carve out some time to learn a few things that will expedite your results; You’re basically running on a treadmill! For the last 10 days, I’ve been talking about something that … continue reading »

There’s an email tactic that absolutely gets under my skin. And before I tell you what it is, I want to tell you that its being used WAY TOO MUCH! It’s typical. It’s annoying and You will almost certainly condition the recipient NOT to open your emails in the future. Ready? It’s forwarding the email … continue reading »

Whenever we drop our son off at college, I make sure we leave his campus early enough to get ahead of rush hour traffic. I have to account for several obstacles like construction, other traffic etc because if we get held up along the way, We end up timing it in a way that we … continue reading »

I’m sorry to put you on the spot (not really) but . . . Why aren’t you asking your clients for more referrals? I mean . . . We all know we should be asking for referrals but somehow, we either don’t, or we just don’t ask for them enough! In this week’s FREE sales … continue reading »

We all know we should be asking for referrals but somehow, we either don’t, or we just don’t ask for them enough! In this week’s FREE sales lesson, I share 4 reasons why we’re not asking and how you can easily change all that! Download this episode (right click and save) Oh, and . . . … continue reading »

Sometimes we get so used to hearing something that the familiarity of the message keeps us away from the importance of the overall message. Like asking for referrals. If I were to ask you “Why should sales reps ask for referrals?” After seriously considering giving me a sobriety test, I’m guessing you’d say “Because it’s … continue reading »

When it comes to training sales reps to make cold calls, there’s way too much emphasis on how to handle objections instead of what to say (and do) to reduce the probability of getting them in the first place. When was the last time you stepped back and looked at your approach? When was the … continue reading »

Next to emails, the phone is easily the noisiest channel when it comes to reaching out to a potential client! And since they are overwhelmed with the high volume of calls . . . They have assistants filtering them Voicemails stopping them and if you’re lucky enough to get through . . . You’re dealing … continue reading »

Want to dramatically increase your phone chops? Want to do it in a way that you aren’t losing actual selling time? Consider this super simple exercise. At the start of your day, call your voicemail and leave yourself a message. This message could be the actual opening statement you use when calling a prospect. An … continue reading »