There’s a really simple tactic that can help you expedite your deals, especially during the fourth quarter. I share it in this week’s episode of The Sales Playbook Podcast. Click HERE to download this episode or scroll down and listen via the handy/dandy audio player. Here’s something else that can help you during the fourth … continue reading »
Want a cool way to stand out when you prospect during the fourth quarter? Think about all the holidays that occur during the fourth quarter and then use them to change your sales messaging. Here are 9 quick and easy ways for you to make it happen! 1) How about sending out a funny card for … continue reading »
How can you reduce the probability of prospect “no shows”? One thing you can do is to start using the calendar invite you’ve been sending differently. Within the calendar invite is the “event details” section. You can either put a traditional agenda in this section, or you can turbocharge the agenda into a few bulleted takeaways … continue reading »
I came across a technique that I’ve been using for about 15+ years and it works like a charm! Before I tell you all about it, I want to fess up and tell you that I’ve stolen this one from the book S.P.I.N. Selling. The “N” in S.P.I.N. stands for Need-Payoff and its about to … continue reading »
You call a potential client hoping to set an appointment and then it happens; They tell you they’re not interested or any variation of “Thanks, but no thanks”. Do you politely exit the call? Do you try to make another go at it and if so; How many “No’s” should we entertain before we … continue reading »
There’s a really simple way to generate at least 3 extra appointments each week! There’s no trick. There’s no catch, and . . . It’s the “secret weapon” I used to land 45 clients, within 30 days of launching Castain Training Systems back in 2011. It’s the same tactic I teach all my coaching clients and; When you realize … continue reading »
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 »
I look forward to hearing from you!
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