One of the many benefits of asking great questions is that . . . Great questions lead the recipient on a path of discovery. You can tell a prospect something and perhaps they will consider it but; If they discover it . . . They own it! And when a prospect discovers something on their own; Its kind … continue reading »
If you want BETTER answers from your prospects; Start asking BETTER questions! If you’re like most sales people, and you come across a blog post on asking better sales questions; You roll your eyes and you automatically think; “Here’s another repackaging of all those open ended and closed questions I learned when I was a sales padawan” … continue reading »
By the time this hits your inbox, I’ll be camping with a really cool group of people I like to call “me, myself and I” It will be one of several mandatory “mecations” I will take this season. Why? Because as much as I love family and friends; Your Uncle Paul needs some time, from … continue reading »
Next to email, the phone is easily the noisiest channel when it comes to reaching out to a potential client! And since those potential clients are overwhelmed with the high volume of calls; They have assistants filtering them, voicemails stopping them and if you’re lucky enough to get through; You’re dealing with a person who … continue reading »
There’s a word that us sales folk avoid like going to the dentist; Help! Our egos tell us not to ask for help because it might make us look weak. Our egos tell us not to ask for help because we might hear sh*t we don’t want to hear. You know, like the “C” word … continue reading »
Last week, I mentioned that according to the folks at MailChimp and ConstantContact, 82% of our sales emails aren’t even opened. Just when you booked your first therapy session to deal with that one, here’s some more bad news; According To An IBM Study, 98% Of Cold Calls Fail! For the optimists reading this, LeapJob did a … continue reading »
Webster defines propinquity as “nearness of blood (kinship)” and “nearness in place and time” Aside from us all having a new word we can drop in the sales meeting this week, I believe you need to know this word. You can create “nearness” and “kinship” by making sure you’re “showing up” regularly with your prospects … continue reading »
One of the best prospecting combinations is clearly email, phone and LinkedIn. Use them wisely and you create opportunity but; If you show up with a message that sounds like everyone else’s; You get DISREGARDED and DELETED mighty quick! So I decided to create a page with 3 of my most popular downloads; How To … continue reading »
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 »
Back in 2010, my wife was diagnosed with Breast Cancer (I know that wasn’t the opening statement you were expecting but please read on). We visited with a few different surgeons who pretty much asked the same questions and said the same things. Then we visited with this one surgeon who asked all the questions … continue reading »
I look forward to hearing from you!
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