For all the superstitious types out there; Your Friday The 13th Luck Just Changed Because I’m Offering A FREE Webinar Until 5:00 PM EST TODAY! For TODAY ONLY; I’m offering our Staying In Touch With Prospects WITHOUT Being Annoying, Desperate, or Salesy resource FREE to you if you purchase either our Closers Academy Download or our Prospect Like A Pro … 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 »
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. There are a numerous distractions that place your prospect’s attention elsewhere. There can be a loss of interest and/or momentum. That’s why you need to have a solid follow up … continue reading »
You just finished a preliminary meeting with a prospect; How do you gently guide your contact from prospect to client? You want to stay in touch and obviously stay “top of mind” but; By the same token you don’t want to appear overanxious or even desperate. Right about now it can take on a bit … 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 »
There’s one type of testimonial that tops them ALL. Seriously, it beats the sh*t out of the others! Why? Well; The problem with most testimonials (aside from reeking of B.S) is that they; Mention the company. Mention the solution. Mention how happy the client is with their decision and/or the results they’ve been getting, but; … 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 … continue reading »
Sometimes prospects are hesitant to move forward simply because of the perceived hassle involved. A few months back, I started utilizing a really simple document that attacks this head on! In this week’s episode of The Sales Playbook Podcast I share what I include and the psychology involved. Please right click HERE to download this … continue reading »
What can you do to keep your deals moving forward? Well there’s two ways to look at this; What you can do during your meetings and; What you can do BETWEEN meetings. Let’s focus on the latter. The time between meetings is a dangerous time for sales reps. Competitors and stakeholders are whispering in your … continue reading »
“Closing” starts way before you ask for the business! I start by approaching potential clients who have a higher degree of urgency to make a change NOW. When someone agrees to meet with me, I typically gain access to ALL the stakeholders by asking in a way that doesn’t seem like I just “diss’d” my contact. I … continue reading »
I look forward to hearing from you!
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