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 send along a very specific FedEx BEFORE … continue reading »
Sometimes we’re so consumed with being liked in sales that we; Avoid the tough questions and difficult conversations. Holding our prospects and clients accountable. Doing the things that would help us take better control of the deal and the relationship WITHOUT being controlling or manipulative. In this week’s episode of The Sales Playbook Podcast we’re … continue reading »
I know this will shock you but; There are decision makers out there who won’t fully trust you! That’s why you need to provide “evidence” to help reduce doubt, skepticism, and dare I say; Objections! A few forms of “evidence” to consider; Facts Statistics Case Studies Testimonials Let’s talk about that one. I’m a firm … continue reading »
Most of the challenges we face in sales will typically fall into two categories; Getting In Front Of Opportunities Bringing Those Opportunities Across The Finish Line Here’s something that will help! I decided to combine two of my programs (Prospect Like A Pro and Closers Academy) and offer them in this year’s Summer Sales Camp … continue reading »
Next time you find yourself in a situation where you’re one of several people competing for an account; Beware of these 5 mistakes; Assuming That You Have To Sharpen Your Pencil (even when you are told you need to). This puts the focus on price, and focusing on price leads to “sales malpractice”. How? Well for … continue reading »
For those of you looking to improve your hunting and closing skills while your competitors slack this summer; Registration for our Virtual Sales Camp will be ending shortly! It’s 100 tips and tactics, 15 sales email templates, 1 cold call template, 4 voicemail templates, 1 agenda statement template, and a really cool PDF with 100 … continue reading »
Let’s talk a little about things you should be doing on the front end of your deals, so you can avoid things like; Objections Stalls Playing a Defensive Game In A Competitive Sale Loss of Momentum A Price Obsessed Prospect A Prospect Going Silent Losing An Opportunity When was the last time you stepped back … continue reading »
When you’re competing against other companies for an account, there are certain questions you SHOULD be asking, that will help narrow the playing field (without badmouthing); Are you asking those questions? There are certain types of questions that demonstrate your expertise to your clients and prospects; Are you asking those questions? There are questions that … continue reading »
There are certain things that we have unconditionally accepted as sales reps that on the surface seem accurate but; In reality they are limiting us. Let’s take a quick look at 2 of them. Sell To The Highest Level Decision Maker. High level decision makers are important for removing internal speed bumps, getting everyone on … continue reading »
Most of the challenges we face in sales will typically fall into two categories; Getting In Front Of Opportunities Bringing Those Opportunities Across The Finish Line Here’s something that will help! I decided to combine two of my programs (Prospect Like A Pro and Closers Academy) and offer them in this year’s Summer Sales Camp … continue reading »
I look forward to hearing from you!
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