Category: Uncategorized

Could It Actually Be Possible… That The Phone Is STILL An Effective Tool, When Study After Study Has Pronounced The Cold Call Dead? The Answer Is An All Caps “HECK YES!” What those studies typically fail to tell us, is that many of the people surveyed, either weren’t trained, or were trained with antiquated techniques. Just a … continue reading »

How do you leave a BETTER voicemail message? Exactly the same way you deliver a more compelling message, when you get someone “live” on the other end of the phone, and . . . It’s also the same way you craft a more compelling email message, and write a better note that you send off in the mail; … continue reading »

Once you bring your car to the shop for a tune-up and oil change, will that be the last time you EVER have to do it? Of course not, in fact, there are always “routine maintenance” items that need to be tended to. It’s the same thing with the little things you need to do … continue reading »

Sometimes we’re running so fast, that we don’t take the time to look at our performance, specifically; What we did well, and what we could have done better! There’s a simple exercise I have my coaching clients do at the start of each month. It can be completed in less than 15 minutes and; It … continue reading »

You call a potential client and it goes to voicemail. What do you do? Don’t “double tap” them! A “double tap” is when you call, it goes into voicemail, and then you immediately call back. “Experts” will tell you that you dramatically increase your connect rate but, I’m here to tell you that; You dramatically … continue reading »

So many times in sales we look for THE big answer; You know, that ONE thing that will be a game changer! The challenge with this mindset is that we often DON’T find it and; We miss a lot of tiny answers along the way. Tiny answers that typically dwarf that BIG answer! In this … continue reading »

You call a potential client and it goes to voicemail. You leave a voicemail and NOTHING. You email a potential client and . . . NOTHING! You try desperately to get in front of decision makers and they WON’T give you the time of day. The only thing worse is when it’s a prospect blowing … 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 »

You hand a prospect a proposal and they immediately go to the ________ page? You send a prospect a proposal and they skip all the other pages looking for ___________? You get a gold star if you said “Pricing Page” and an all caps PLATINUM STAR if you realized that once they do that; You’ve … continue reading »

The other day, I shared my thoughts on the importance of REPETITION during your sales cycle. Did you download the FREE lesson? Either way, I’m going to repeat that sermon today, because quite frankly, your follow up probably DOESN’T it! Click on the handy/dandy player below and enjoy this FREE audio lesson and; Please don’t … continue reading »