Blog

There was a time in sales (and thank God we’ve grown up since then) where there were all these “closes”. There was “The Ben Franklin”and “The Puppy Dog” and let’s not forget about “The Columbo”. I’m not a big fan of them, mostly because they sound salesy, contrived and phony. I’m also here to tell … continue reading »

You call a potential client and it goes to voicemail. What do you do? Don’t “double tap” them! A “double tap” is when you call, it goes into voicemail, and then you immediately call back. “Experts” will tell you that you dramatically increase your connect rate but, I’m here to tell you that; You dramatically … continue reading »

There’s one thing that gets in the way of our success and quite frankly, we’ve ALL been guilty of it at one time or another. In this week’s episode of The Sales Playbook Podcast, I’m going to share what it is and more importantly; What YOU can do about it! Right click here to download … continue reading »

So there you are reviewing a proposal with a potential client and then; They tell you your price is too high and that you need to lower it if you want their business! Be careful! This puts the focus on price, and focusing on price leads to “sales malpractice”. How? Well for starters, you might miss an … continue reading »

I’ve never been a fan of “breakup” style emails, especially during the prospecting phase, and; Especially during the fourth quarter! Why? Several reasons; They limit your options. Why would you close the door and cut off the ability to contact them again, like Q1 in 2022? And then there’s this . . . In many cases, … continue reading »

Sometimes, finding the time to prospect is a challenge and a half! You have clients who need attention, fires to put out, administrative tasks, meetings, and then; There’s also all the fun and games that go with the fourth quarter and trying our best to “finish strong”! How can you possibly find the time to … continue reading »

There’s an opportunity in the fourth quarter that most of your peers will miss and I’m willing to bet you’ll miss it too, and yet; It can absolutely make or break the results you’ll get in 2022. In this week’s episode of the sales playbook podcast, we’re gonna go there! Right click here to download … continue reading »

As we head into the fourth and final quarter of 2021, there’s going to be a huge push to get EVERY drop of business, in the bank, BEFORE year-end! Our focus in the months ahead will become closing deals and there’s nothing wrong with that, right? Think again!!! Many sales reps take a bullet in … 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 »

Want a cool way to stand out with your prospects/clients? 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 Halloween? 2) One of … continue reading »