According to a recent survey conducted by Hubspot, only 3% consider salespeople to be trustworthy. No big shock there but; What can we do during the courtship to help build enough trust; So our prospects make it to the altar? In this week’s episode of The Sales Playbook Podcast, I discuss 2 different tactics and … continue reading »
Sending “Thank you” notes after meeting with prospects (and clients) is more important than you think! If I were to ask you why, you’d probably say; “Because it’s a nice, personal touch”, “It’s proper etiquette”, or “Because nobody else does this”. There are other reasons why you send a “Thank you” note, but today I … continue reading »
I believe that our deal is most vulnerable during the time between meetings. Competitors and stakeholders are whispering in your prospect’s ears and influencing them. You’re not there to set the record straight! There are a numerous distractions that place your prospect’s attention elsewhere. You’re not there to refocus their attention! This can lead to … continue reading »
The problem with many sales reps is that they quickly blend in by saying and doing the same things as everyone else! Then they act surprised when a deal takes longer to close and when; Prospects tell them “No thanks” or worse yet; Go silent on them and stop returning calls. Here are two ways, … continue reading »
Pop Quiz: After you set an appointment with a potential client do you send a Pre-Appointment Kit? I’m willing to bet that 99.9% of the sales population DOESN’T send one of these bad boys and that’s reason #1 why YOU should! A pre-appointment kit is a kit that you send out to a prospect, prior … continue reading »
There’s a really dangerous part of the sales cycle where many a deal takes a bullet; The time, in between meetings! Your prospect’s limited attention span, will take them away from; The emotional intensity that (hopefully) you created during your meeting. Their urgency to change The steps they need to make the change Thinking about you … continue reading »
There are lots of things competing for your client’s attention. That’s why repetition is key and; You need to premeditate when and where you will reinforce key points you want them to understand. Some ideas for you to ponder; When you send your thank you note. Perhaps you could casually reinforce a point? An emailed … continue reading »
It’s rough being in sales and running at such a crazy pace. While we’re off conquering the world, we miss out on other important things that quite frankly; Could help us sell more! Earlier this week, I offered a really cool webinar (if I do say so myself). I shared over 30 tactics and 50 … continue reading »
Have you ever stopped to think about why some deals stall out in the fourth quarter, only to pick back up again in the first quarter? Part of it is that things are winding down for the year and; If your prospect sees implementing your solution as a “year end hassle”; It’s going to stall! … continue reading »
Its never good when it happens but; It particularly sucks when a prospect steps away from; Their urgency to change The steps they need to make the change Thinking about you Thinking about your company Thinking about your solution Whatcha Gonna Do About It? What are you going to do … continue reading »
I look forward to hearing from you!
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