Leave it to a New Yorker to be antisocial, but I pretty much never ask “How are you?” when I prospect. You probably think it’s because it’s typically a red flag that you’re trying to sell them something, right? That’s partially why but there are two bigger reasons; First, I want to break the typical … continue reading »
There’s one section of a cold call that I believe makes or breaks the call and it isn’t the “pitch”. While the “pitch” is pretty damn important, it’s meaningless if; You’ve already lost the person on the other end of that phone! The first few seconds of a cold call are THE most critical because; … continue reading »
Admit it, sometimes we don’t feel like prospecting, in fact; Sometimes that feeling gets worse on a Friday! I have a really solid reason for you to get back at it. Actually, I have several reasons and I put them all together on a handy/dandy printout for you! Oh, and you might want to keep … continue reading »
There’s something prospects are predisposed to do during virtual meetings and demos and sales reps play right into it! In this quick tip, I share what it is and HOW you can avoid it! Last Call . . . Registration is about to end for our How To ROCK Your Virtual Demos and Meetings webinar. … continue reading »
Being social creatures ourselves, we tend to gravitate towards the vocal ones in our meetings and demos. Seems innocent enough, right? When we do that, or worse yet, assume that the vocal ones are the main influencers, while neglecting the quiet ones; We fail on many levels! We miss out on their input and knowing … continue reading »
When we think about the pre-call planning step in the context of meeting prep, we typically think about; Creating Meeting Objectives Research Creating Some Preliminary Questions and Talking Points Practicing But there’s one thing most reps forget to do and as a result; They forget to bring something super important to their meetings and demos! … continue reading »
So there you are facilitating a demo or virtual meeting. Nobody is talking except you. You try to get the group involved and there’s dead silence. Worse yet, you see these faces either staring at you on your screen or worse yet; Multitasking instead of being engaged. How do you keep this from happening? First, … continue reading »
There is a question that most reps avoid, mostly because they feel funny asking it and they end up paying for it dearly as a result. And no, I’m not talking about the budget question! In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right click here to download this episode or … continue reading »
Did you ever see those clichéd scenes in the movies where they show a flashback and the dude having the flashback is doing this elongated “NO” as the whole world goes to crap around him? That’s how I felt when my Sales Manager would go on joint sales calls with me! Between the constant judging … continue reading »
I have one of the toughest crowds to sell to! At the decision making level, you have many who feel; 1) That sales training is a waste of time and money 2) That most sales trainers are displaced sales people. You know, the old, “Those who can, do; those who can’t, teach” The people I … continue reading »
I look forward to hearing from you!
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