There are tools that we use over and over in sales and as a result, fail to see additional uses. Like Zoom, Webex, and Microsoft teams. They’re great platform for meetings, demos etc., and even better when you; Hit the record button! Why? First, it’s a great way for you to go back a review … continue reading »
There’s a question that you really need to start asking, not once, not twice, but repeatedly throughout your prospect/client demos. Ready? As you walk your participants through your solution, start asking; “How do you see this helping in your day-to-day?” You can even modify the last part of the question back to a pain point … continue reading »
The very first thing that participants see in a virtual meeting (besides you) is the background and no, I’m not going to tell you to make sure your background is neat and tidy or to use some background that makes you look like you’re broadcasting from a house featured on MTV Cribs. There’s actually something … continue reading »
Most sales reps go into lecture mode in their virtual meetings. Don’t get me wrong, sometimes we can’t help it, especially when we’re doing a demo, but; There’s a silent killer lurking about and I’m sorry to say it’s YOU! If YOU wait too long to make your meeting interactive; Your prospect packs their bags … continue reading »
Having led numerous sales teams as well as coaching hundreds of sales reps, I’ve been able to eavesdrop on quite a few cold calls. While these reps faced objections and stalls of every variety, THE number one objection they faced was; “Sorry, not interested!” And that brings us to THE Most Popular Response To That; “OK. Thank you for … continue reading »
You try to get in contact with a potential client and you get voicemail. When do you try to reach them again? You send an email and no reply? How long do you wait until you try to reach them again? How much is too much when it comes to contacting potential clients? We’re gonna … continue reading »
Unnecessary meetings are the bane of a salesperson’s existence! In this week’s episode of The Sales Playbook Podcast, we discuss HOW you can avoid them! Right click HERE to download this episode or scroll down for more options. You can listen to this podcast; On Spotify by clicking HERE Apple Podcasts by clicking HERE Google Podcasts by clicking HERE Amazon/Audible by clicking HERE iHeartRadio by clicking HERE … continue reading »
For 11 years now, I’ve been using a really simple email template that has consistently generated a minimum of 3 extra phone appointments each week. Before I give you the link to download it for FREE, it’s important to know how to use it. as well as the hidden benefits you’re going to get. How to … continue reading »
When it comes to phone objections, we focus way too much on the symptoms and NOT the cause. The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today. There are many things that increase the probability of a phone objection, here’s a partial list to … continue reading »
I put together a FREE sales lesson to help you address something that when multiplied throughout the year, will cost you big time if you’re in sales! Right click HERE to download this episode or scroll down for more options. You can listen to this podcast; On Spotify by clicking HERE Apple Podcasts by clicking HERE Google Podcasts by clicking HERE Amazon/Audible by clicking … continue reading »
I look forward to hearing from you!
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