What do you do when you learn that you and your competitor(s) are competing for the same account? For starters, you can leave landmines! A landmine is something you leave behind that educates the prospect and forces your competitors to play a more defensive game. Its also something that forces your competitor to expose their weaknesses. … continue reading »
Advertisers know something about us and they’re brilliant at navigating around it. They know that the human race is more distracted today than any other point in history and; They know that we need to hear, read, experience something MORE than once in order for a point to register! Your buyers are the same way! … continue reading »
No, that wasn’t an over-exaggeration or a feeble attempt at click bait; It’s an exact quote from the folks over at HubSpot based on the research they conducted. I always knew that there was a bit of trust issue with us sales folk, I just never knew that that things were quite that bad! Before … continue reading »
The problem with many sales reps is that they quickly become a “me too” sales rep by saying and doing the same things as everyone else! Then they act surprised when a deal takes longer to close. Prospects tell them “No thanks” or worse yet; Go silent on them and stop returning calls. Here are … continue reading »
How the heck do you find the RIGHT Sales coach? I put together a free, no strings attached, 14 page eBook for you that will help you ask the right questions, look for the right things and most of all . . . Find the right fit! Check it out for yourself and by … continue reading »
I often wonder, how many sales reps make the mistake of pouring a cup of coffee, in front of another sales rep (or worse yet, multiple sales reps) only to be reminded that; But coffee (or the God given right to pour it without being subjected to ridicule) isn’t the ONLY thing for closers! Fatter … continue reading »
How do you ask a prospect for their business WITHOUT being cheesy or gimmicky? I came across a technique that I’ve been using for about 15+ years and it works like a charm! Before I tell you all about it, I want to fess up and tell you that I’ve stolen this one from the … continue reading »
There’s way too much sales content that treats symptoms instead of the cause. Today, I want to 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 … continue reading »
Many years ago, I had the privilege of working with the #2 sales rep in a company with over 350 reps worldwide. I noticed that at the end of each month, he had a bunch of company mugs filled with candy and beautifully wrapped. Being the humble student I asked him about them. He replied … 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 keep your deal alive but; By the same token you’re sounding like everyone else. I decided to put together a FREE worksheet for you to help stay top of mind in … continue reading »
I look forward to hearing from you!
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