Category: Uncategorized

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. Before we continue, I need to make something really clear. … continue reading »

The questions you ask your prospects and clients can and will make or break a deal but; Sometimes we just get so caught up in a routine that we fail to question our own questioning practices. Here are a few mistakes you might be making . . . 1) Focusing ALL your questions on “finding the … continue reading »

We’re now living in a world where we simply MUST make a quick decision as to whether the message we’re receiving is worthy of our attention. You’re making that decision now, no? In this week’s Quick Sales Tip we discuss several situations where you, the aspiring sales rock star, might be losing your prospect completely! … continue reading »

My first suggestion is so important that you can literally take this advice and throw out the other 3 and still get amazing results. It also comes with an all caps warning . . . THIS IS NON NEGOTIABLE! 1)   Make A Decision Already And Stop Stalling! Dr Piers Steel conducted a 10 year study … continue reading »

That picture is actually a picture of me when I was not even 30 years old back in 1995! I was an arrogant ass, who thought he knew it all and as a result; I lost my first business I had both my cars repossessed I was $60,000 in debt I became emotionally bankrupt and … continue reading »

I’ve been on a bit of a mission this year with 2 REALLY important messages I want to drive home! 1) Revisit the messaging you typically embrace. If your messaging always says either “I want to sell you something” or “I want to make an appointment with you . . . so I can sell … continue reading »

Sadly, 60-80% of prospecting emails are never even opened let alone responded to! We lose them at the subject line by either using words that scream “SALES PITCH!” or words that send your email to the spam folder. If we make it past the first checkpoint, we typically lose their attention at “Hello”. Why? Because … continue reading »

In this week’s Quick Tip, I talk about 2 ways sales reps are shooting themselves in the foot with their potential clients and then . . . I offer 33 ways YOU can approach your potential clients differently and who knows stand out, capture their attention and maybe even get a response from them. Think … continue reading »

  So there you are, with phone in hand, calling potential customers. The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . You actually get through to someone! They listen … continue reading »

Sometimes things get weird with prospects and clients! Not because we made it weird but because they asked something that made it so. It could be anything from “How much commission will you make on this?” to personal questions about your faith, marital status or even just a stupid question that has us asking ourselves “Where … continue reading »