Probably NOT the best line to use on a prospect but then again I’m never surprised by the idiotic closing lines I bump into from time to time! To me, the prospect relationship is much like a courtship in that we need; The patience to nurture the courtship with an urgency to NOT to neglect … continue reading »
Now that May is pretty much behind us; Perhaps its time to stop using how busy you are as an excuse NOT to get BETTER at what you do! For the last 2 weeks I’ve been sharing information about a resource that can help you bring more of your deals across the finish line. The … continue reading »
Have you signed up for our Closers Academy program yet? It all starts TOMORROW, on a computer screen near you! It’s a 2 session webinar that takes place TOMORROW, June 1st, at 11:30 am EST and Friday, June 8th, at 11:30 am EST. Here’s what I’m going to share; The one question you MUST ask the … continue reading »
Have you ever gone shopping and while you were on the checkout counter, found yourself looking through all the little extras at and around the register? Do you think all those “impulse items” just happen to be there or do you think its quite intentional? Do you use the same tactics when you create a … continue reading »
The deadline to enroll in our Closers Academy is rapidly approaching and quite frankly I’m afraid with month end being tomorrow, you might forget and then; You’ll miss out on 50 tactics, several templates, and a bonus PDF designed to help you get MORE deals across the finish line! Here’s what I’m going to share; … 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 »
You’ve worked really hard to “court” your prospect and then it happens; They tell you . . . “Thanks, but No thanks!” What do you say? What do you do? What’s your plan . . . From the word “No”. Do you have a plan or do you just “Wing It” Oh, and how do … continue reading »
I have one of the toughest crowds to sell to! At the decision making level, you have many who feel . . . 1) That sales training is a waste of time and money 2) That most sales trainers are displaced sales people. You know, the old, “Those who can, do; those who can’t, teach” … continue reading »
There’s nothing more frustrating than having a productive meeting (or meetings) with a prospect only to have them disappear; Never to be heard from again! We refer to this as having been “ghosted” and quite frankly it SUCKS! Don’t hate me for this but I once ghosted a sales rep. It was almost 7 years … continue reading »
Sales reps were tested for the past few days here in the U.S. They were tested going into the holiday weekend and how they chose to regard the days leading up to the holiday weekend; Some, rationalized slacking by thinking clients/potential clients wouldn’t be available to talk or wouldn’t appreciate the communication going into the weekend. Some … continue reading »
I look forward to hearing from you!
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