Sometimes we forget how overwhelming the decision process can be for our prospects. Let’s talk about one more thing you can do to simplify next steps! When I know we’re getting close to a decision, I send a simple email taking them step by step through the implementation process, specifically; How easy it will be … continue reading »
There’s an email that I used to send when I led my sales teams at Dale Carnegie. Once a week my reps would bring me the contact names and email addresses of the deals they were working on that week. Note: For those of you wondering why I didn’t just take it from our CRM, it’s … continue reading »
One of the most used and abused lines in sales is the old “Calling to check in” thing. In your defense, you’re trying to stay in touch, but; By the same token, you’re sounding like everyone else! I decided to put together a FREE, 10 page workbook, to help you stay in touch and; Stand … continue reading »
There are certain scenarios that can occur during the sales cycle where; A prospect begins to second guess their need for your solution. A prospect begins to second guess their need to make a change. A stakeholder(s) are against making a change. A prospect loses their urgency. A prospect wants to “back burner” the deal … continue reading »
How do you safeguard your deals from things like Competitors Lost Momentum Lack Of Urgency Internal Politics Skepticism, Doubt, and Objections Hesitation Due To The Pandemic And just for the heck of it; How do you get MORE of those deals across the finish line BEFORE year end? Mark your calendar for October 6th because that’s when … continue reading »
I’m really worried! I’m worried because it’s now, what, 18 months into this pandemic, and too many of you simply HAVEN’T Modified Your Sales Approach. Some of you continue to take a “wait and see” attitude and yet, we’re 18 months in! Some of you won’t invest time and in some instances, money, to get better at your … continue reading »
Just out of curiosity, with all that’s going on in the world right now, do you think people are a tad more; Doubtful Skeptical Hesitant And even more likely to cling to the status quo while embracing a “wait and see” attitude? And that’s why you need to use social proof! What is social proof? … continue reading »
“The Great Resignation, a term first coined in 2019 by Texas A&M’s Anthony Klotz to predict a mass, voluntary exodus from the workforce, is here, and it’s quite real. According to the U.S. Department of Labor, during the months of April, May, and June 2021, a total of 11.5 million workers quit their jobs. Recent studies indicate that it’s likely … continue reading »
I’m going to skip all the obvious stuff and offer one suggestion that nobody does; Ready? Read Your Emails Out Loud and Give Them The “Kitchen Table Test” BEFORE Sending Them! If you wouldn’t say it at your kitchen table, having an actual conversation (imagine that), then; Put that email out of it’s misery and … continue reading »
While hunting for new business, conventional wisdom would have you avoiding the industries/companies that are (financially) hurting right now but; Sometimes the “hurting” is your best reason to contact them! Why? Because when you’re hurting, you’re more likely to invest in something to make that hurt go away. Note: You had better be able to clearly … continue reading »
I look forward to hearing from you!
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