In an ideal world, you would tell a prospect something once and they’d immediately get it, love it, buy it instantly. Obviously, that world doesn’t exist, in fact; There are so much noise in a decision maker’s world that they can easily FORGET the awesome things YOU bring to the party! That’s why repetition is … continue reading »
Our potential clients are more distracted than ever before and; They have more choices today than ever before; How do we get them to jump off their treadmill long enough, to hear us out and grant us an appointment? Once we have an appointment, how do we take control of that interaction without becoming “controlling” … continue reading »
I’ve always felt that there are two radical extremes to prospecting. Extreme #1: Those Who Attempt Contact Way Too Frequently. I’ve come across articles from well respected thought leaders who lay out prospecting cadences that cross the line of being a pain in the ass. Things like leaving a voicemail, immediately sending an email, then … continue reading »
Adobe surveyed 1,000 white collar workers to learn more about email habits, trends, and phrases that annoy the hell out of the recipient. Here’s a list of the phrases ranked from most annoying to least annoying. “Not sure if you saw my last email” “Per my last email” “Per our conversation” “Any updates on this?” … continue reading »
There is a phrase that pretty much all of us have been guilty of using and quite frankly; It kills our credibility. In this week’s episode of The Sales Playbook Podcast, we address it (and all of the ugly variations of it). Please right click this link to download this episode. Tactics, Tools, and Templates … continue reading »
You swore things would be different this year but; If you’re like most sales reps that simply means doing MORE of what gave you mediocre results in 2018 or; Maybe you tried to change things for like the first few weeks in January and then; Went right back to your old habits. Sometimes the old … continue reading »
There are two keys to a BETTER cold call; According to Leap Job, the AVERAGE success rate of a cold call is only 2% and don’t you dare blame the cold call for that! The problem is that the AVERAGE sales rep misses 2 critical components; 1) How to make the cold call more compelling … continue reading »
A few things to think about the next time your prospect is undecided. Did They Have The Urgency To Begin With? Did You Get The Right People Into The Meeting(s)? Did You Establish The Proper Environment? You know, one where you each were able to ask questions, brainstorm etc? Oh, and given the proper amount … continue reading »
Want to dramatically increase your phone chops? Want to do it in a way that you aren’t losing actual selling time? Consider this super simple exercise. At the start of your day, call your voicemail and leave yourself a message. This message could be the actual opening statement you use when calling a prospect. An … continue reading »
One of THE most unproductive things you can ever do in sales is continuing to do something that isn’t generating results. So far, you’ve had 31 days to test your plan to sell more in 2019; How’s that working out for you? You might be thinking “Dude, I have 11 more months” and you’d be … continue reading »
I look forward to hearing from you!
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