Category: Uncategorized

Sometimes we get so used to hearing something, that the familiarity of the message, keeps us away from the importance of the overall message. Like asking for referrals. If I were to ask you “Why should sales reps ask for referrals?” After seriously considering giving me a sobriety test, I’m guessing you’d say “Because it’s … continue reading »

Have any (or even all) of your clients pigeonholed you? We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile we offer many other things they’re buying from someone else. The reasons for this can vary but more often than not, it’s a simple awareness thing. This … continue reading »

  You don’t need me to tell you that your client’s needs constantly change but; You could probably use a reminder that you might not be as aware of their needs as you’re given yourself credit for. Here’s why; When we’re “courting” a potential client, we conduct a thorough needs analysis. Sadly, for most reps, that’s … continue reading »

You’re sitting on a gold mine! And you’ve busted your behind to have the accounts you have but; That doesn’t mean you can’t grow that business and; It doesn’t mean that your competitors aren’t looking to come eat your lunch! That’s why I’ve put together a special webinar on Thursday, December 15th, at 11:30 am EST. … continue reading »

This is one of those posts where we could have easily kept adding things to a list and ended up with a mammoth list of things you need to do to be successful in sales. I thought it might be better for me to put on my Captain Obvious cape and break it down to … continue reading »

If you haven’t registered for our How To Close The Undecided Prospect webinar, now might be a REALLY good time! Why? Because the webinar is today at 11:30 am EST and the good news is that we’ll send you the replay if you can’t make it! Otherwise . . . Here’s what you’re about to miss . … continue reading »

Imagine, getting an audience with someone who has a 400% higher probability of buying from you, in the VERY near future. Now imagine being able to get the RIGHT people into that meeting WITHOUT making someone feel like you completely went around them. Then you establish your authority and expertise as well as set the … continue reading »

On the surface, you and your competitors look and sound the same until; You clearly articulate your difference but; There’s a lot of things tugging at your prospect’s attention span, that can easily help them forget. That’s why repetition is key and; You need to premeditate when and where you will reinforce your key selling … continue reading »

So there you are reviewing your proposal with a prospect. Everything is looking great and then they have to go and say it; I need to run this my boss and will get back to you. Here are 4 questions you need to ask should this happen to you; Why Didn’t You Have Access 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 lay 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 … continue reading »