There’s a really simple tool you should use BEFORE submitting a proposal. I call it “Concerns and Solutions” and it works something like this; Take the concerns that were expressed to you during your needs analysis and then do these 5 things. Jot them down on a sheet of paper. Label each as a concern … continue reading »
In my blog post yesterday, I mentioned that we’re giving away a FREE webinar (25 Ways To Finish The Year STRONGER) if you purchase our Closers Academy download by 6:00 pm EST today. Here’s the deal . . . Session I (Prerecorded View Whenever You’d Like) *The one question you MUST ask the minute you … continue reading »
Wouldn’t it be nice to get a few more deals across the finish line BEFORE year end? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your contact’s ear (both ears if they have two) There are obstacles, stalls and objections you need to overcome. so; How Do You Take … continue reading »
My designers just sent me the revised version of a really cool resource I used to offer here. It’s a 10 page downloadable workbook to help you stay top of mind with your clients! Click HERE to download it and to receive additional FREE resources I’ll be sending in the weeks to come!
This may shock you but us sales folk have giant egos but; That can actually be good and bad. On the good side, the ego protects us from things like rejection and difficult people but; On the bad side, it can stand in the way of BETTER results. We tend to think we have it … continue reading »
Are you asking for referrals? If so, when was the last time you really looked at; How you’re asking for them? When and how often you’re asking for them? It still amazes me how people will pick up a phone and COLD call a complete stranger and yet; They’ll avoid the hell out of asking … continue reading »
What can you do to EXPEDITE the deals you’re working on; BEFORE the holiday season hits and; Everyone starts mentally checking out and telling you to; “Call me back AFTER the holidays” One way, is to get a firm commitment on WHEN delivery, launch, implementation etc is to happen and then; Work backwards subtracting your turnaround … continue reading »
Sometimes the most effective things for us to do are actually so obvious; That we miss them completely while; Looking for some BIG, sophisticated solution. Like phone objections. We can (and should) think about objection-resistant opening statements. We can (and should) have an arsenal of responses to typical phone objections but; I learned a really … continue reading »
This time of year EVERY second counts! Personally, I have zero time for time wasters; Even if the time waster is a prospect or a client who; Really ISN’T onboard or; Someone who’s price obsessed when I’m really not looking to position myself as Castain’s Bargain Basement Training Emporium. Someone who’s begin extremely difficult or … continue reading »
I want you to be completely honest about something. Seriously; No sugar coating your answer. Ready? How many people in your professional life are willing and actually; Hold You Accountable? If you’re lucky you thought of one and it’s probably your boss but; I’m not talking about accountability in the context of just results; How … continue reading »
I look forward to hearing from you!
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