Imagine, if you will, a meeting with a potential client. Everything is going well. You are well prepared, your questions are on point and then it happens. The prospect throws a left hook at you in the form of an uncomfortable question and things get mighty weird! It could be a question about something your … continue reading »
I try my best not to judge but I do struggle at times. As someone who’s been in sales for almost 30 years, I can tell you, without hesitation, that I’ve made some absolutely epic mistakes. To that end, I try to keep in mind my own shortcomings before writing something like this, but I … continue reading »
Podcast Powered By Podbean Download this episode (right click and save) You and I both know that your prospects are busier and more distracted than ever but knowing that doesn’t mean that they will suddenly take notice of you! If you’re like many other sales reps, your primary weapon is the phone but calling over … continue reading »
Sometimes when we present our thoughts and ideas to others we go over the top technical, clinical and take the scenic route when simple might have been better. We tend to think that big words and technical terms impress when in fact, they might discourage. If someone doesn’t know what you’re talking about they might … continue reading »
I decided it was time for us to have a little pep talk about the ideal time to call a prospect. Some say it’s morning. Some say it’s afternoon. In fact, if you ask enough people, you will hear every conceivable day and time and that’s why I thought we should settle this once and … continue reading »
By way of confession, I used to hate “singers” back when I played in bands. I hated the “singers” because there were many who didn’t have an ounce of talent, couldn’t sing worth a damn and when push came to shove they figured “Oh well, I guess I’ll sing!” Meanwhile there were those of us … continue reading »
I met a friend at Starbucks the other day for a cup of my favorite overpriced coffee and noticed two women doing the same thing. Actually, I wouldn’t have noticed them but something happened that made me notice them. The one woman’s cell phone goes off and she takes the call. The other woman sat … continue reading »
When it comes to pursuing a prospect, I see lots people who give up way too early and you know what . . . I also see lots of people hanging on way too long. Truth be told, I see both sides of this one because on one hand we don’t want to just give … continue reading »
I’m conducting an informal poll today. When you call a prospect and get their voice mail (never happens right?) . . . do you leave a message or do you call back? Thanks in advance for sharing your thoughts! FYI . . . Our online sales course starts up again in a few weeks. Click … continue reading »
If you’ve followed this blog for a while you know that I’m passionate about music. Music can lift our spirits and get us into the right state to kick ass as sales professionals (my apologies for using “ass” and “professional” in the same sentence) I advise my clients to play awesome music before their teams … continue reading »
I look forward to hearing from you!
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