There was a time in sales (and thank God we’ve grown up since then) where there were all these “closes”. There was “The Ben Franklin”and “The Puppy Dog” and let’s not forget about “The Columbo”. I’m not a big fan of them, mostly because they sound salesy, contrived and phony. I’m also here to tell … continue reading »
Whether you’re struggling with getting deals across the finish line or you’re already on pace to beat the heck out of your quota, I can’t imagine you ever thinking “I’m selling way too much and need to back off” I’m also pretty confident that your CEO would never issue a statement that reads “God help … continue reading »
What do you do when a prospect tells you that your price is too high? Here are a few thoughts that will help! Don’t do this: Don’t automatically respond with “how much higher?” or “where do we need to be on this?” Doing so relinquishes control, put’s you on the defensive, diminishes the value of … continue reading »
Have you ever had a situation where no matter what you said, or what you did, the prospect really wasn’t grasping why you were the better choice? I bet you found it a tad frustrating when they ended up making the wrong decision huh? You might appreciate this week’s Quick Tip, where I outline a … continue reading »
Pop Quiz: Do you think your prospects hear the same stuff over and over? Do you think they’ve flagged most responses to their standard objections as typical? It really doesn’t matter if they’re being exposed to the same messaging via phone, email, face to face, carrier pigeon, they hear it more than you think. Perhaps … continue reading »
You’ve worked hard to get in front of your opportunities and that’s why you need to take out a few “insurance policies”, EARLY in the process, to make sure your deals make it across the finish line. On February 4th, at 11:30 am EST, we’re going to be talking about how YOU can close more … continue reading »
In this week’s episode of The Sales Playbook Podcast I share some AWESOME time management advice I was taught a few years back. I can’t even begin to tell you how much time I’ve saved (even some aggravation too). Before you give this a listen, I’d like to ask you for a huge favor. If … 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; Coffee is for closers! But coffee (or the God given right to pour it without ridicule) isn’t the ONLY thing for … continue reading »
For many years I thought coaches were displaced business folk who needed to pay the bills and then had a revelation that ended with “I know what I can do . . . I’ll coach!” Several years back I changed my thinking and miraculously enough, my results changed too! Here are 4 reasons why I … continue reading »
Whether you’d like to learn new things that would help increase your paycheck or you’d simply like to learn new things for your personal pleasure, finding the time is often the deal breaker! In this week’s Quick Tip, I offer opportunities for you to learn WITHOUT taking time away from other things or adding more … continue reading »
I look forward to hearing from you!
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