Category: Uncategorized

We know that there’s a high probability of getting an objection (or multiple objections) whenever we call a potential client and yet . . . So many sales reps are ill prepared to handle even the most typical of objections like; “Not interested” “No time” “Already have a vendor”   So I thought rather than … 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 »

As a small business owner. I am the recipient of mucho emails. Some of them are decent but yet typical (we’ll talk about those another day) And some of them are just flat out awful! But there’s one email habit that absolutely gets on my nerves! Its when someone sends me an email, trying to … continue reading »

Say It Isn’t So . . . I looked at the calendar this morning and had one of those “Say it isn’t so!” moments! We have approximately 70 more selling days left this year. With that in mind, I have 3 questions that I’d like for you to answer. Before you read them, I need … continue reading »

Most emails are DOOMED at the subject line! Do you have any idea, how many of those emails you’re sending to potential, clients go UNREAD? Care to guess! Gold star if you said “60-80%” Yep, open rates are only about 20%-40% . . . and that’s on a good day and that’s only the first … continue reading »

The people you’re trying to reach bore easily. They’ve been there and done that and to a degree they’ve heard it all from your competitors. In this week’s Sales Playbook Podcast, I interview my good friend Jamie McLennan and he has a thing or two to say about using creativity to get in the door! … continue reading »

  Before you blame your prospect . . . Just think about all the things that are going on in their world. They are dealing with internal and or external customers. Lots and lots of work! In many cases they are managing multiple vendors Think about all the calls and voicemails they sift through each … continue reading »

If you’re like most aspiring sales rock stars, you always welcome opportunities with the right type of buyers but; How do you get in front of these opportunities and . . . How can you get more of them? Here are 7 FREE ideas/resources for you to get in front of more opportunities 1) Try … continue reading »

This is a guest post from Marc Zazeela First, let’s define direct mail. According to the dictionary, “unsolicited advertising sent to prospective customers through the mail.” So, that would include things like postcards, letters, flyers and brochures. Given the overuse of email marketing, direct mail can make you a standout! “I like to think of … continue reading »

It’s been a really long time since I gave anything substantial away on this site so I figured “What the heck. why not create a free 17 page report for everyone.” My average client generates 5-7 appointments using the step by step method I’ve detailed in this report. I personally average 10-15 and have grown … continue reading »