Blog

You’re absolutely NOT going to believe this but according to researchers at GOYA (Get Off Your A$$) University, potential clients (and clients) might actually have needs on a Friday! Meanwhile a new report has been released by the SME (Stop Making Excuses) Group claiming that potential clients (and clients too) might actually have needs on … continue reading »

Most sales reps consider the old “Send me your information” line as a stall or perhaps a substitute for “I’m really not interested”. I know many of you will push back for various reasons. Here are a few of them with my thoughts. “Why should I go through the effort when I don’t even know … 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? Do you think … continue reading »

There are some interesting extremes when it comes to researching potential clients. Some believe that it’s a waste of time and that the time would be better spent just making the call. Others go overboard with their research to the point, where it becomes a convenient crutch, to keep them away from the unpleasant task … continue reading »

It doesn’t matter if you’re calling, emailing, sending something in the mail etc, you can’t keep sending a message that’s either driving at an appointment or for them to buy! It gets old really fast and you’ll find that that you’ve conditioned your potential client to NOT take your call, open your email or respond … continue reading »

I’m a big fan of testimonials and use them quite often. On Friday, I emailed my list with a really short and sweet message. In it, I shared a testimonial from one of our recent graduates. Between Friday morning (February 12th) and Sunday evening (February 14th) over $23,800 in sales came in. To put this … continue reading »

  In this week’s Quick Tip, I talk about how a visit from someone, while I was going through some personal struggles, changed my life. I apologize for the quality of the recording. I was smoking a cigar in my backyard when inspiration hit. Armed only with my smartphone, I decided to just go for … continue reading »

Do you believe that your ability, to contact potential clients, via phone will impact your paycheck? I’m guessing, that the majority of my readers said “YES” but sadly; Less than 2% of cold calls result in an appointment. Said another way . . . 98% of those calls you’re making, cold, get you a whole, … continue reading »

If your potential clients are worth pursuing, they’re getting a lot of calls, emails etc from other people trying to sell them stuff. And if they’re getting a lot of calls, emails etc from other people trying to sell them stuff, they’ve mastered the art of deciding, withing the first few seconds, if the people trying … continue reading »

Sales, for many of us, is a balancing act between several activities; Prospecting Retaining and “Wowing” Clients Growing and Developing Clients Oh, and let’s not forget about all the admin activities we need to do to support the other activities. Needless to say, it can become really challenging to squeeze all of these things in and … continue reading »