Perhaps the lowest hanging of the low hanging fruit is the referral and yet we don’t ask for them nearly enough! I’m sure there are a variety of reasons for this ranging from “feeling funny asking the dude/dudette” to not having a good way to ask. Today, we shall tackle both! My Dad taught me … continue reading »
I’m looking forward to “seeing” everyone today at 1:30 EST for Part I in our two part webinar series “5 Keys To A Better Prospect Meeting” Here’s the game plan . . . Today, we’re going to cover how to take control of our meetings (without being controlling) specifically how to start with a strong … continue reading »
A sales trainer walks into a room of sales reps and asks them how they build rapport and guess how they respond? “I generally look around my prospect’s office to see what they are interested in and make conversation based on what I see” You saw that one coming right? Do you think that approach … continue reading »
As you know, each week I pose a thought provoking question to our Sales Playbook Linkedin group. This week, we discuss a scenario where the prospect only wants to focus on a specific project and avoids questions outside of their immediate needs. Come join us, see what others have to say and by all means, … continue reading »
Yesterday, I encouraged you to check for Antiquated Sales Messages. Today, I want to challenge you to take a look at the messages you’re involved in so often that . . . You have become used to them and you’re either boring the hell out of the recipient or you’re missing an opportunity to differentiate. … continue reading »
Sometimes we can all be a tad guilty of clinging to the same messaging, over and over and over. In this video I throw down a challenge for you to take a good, hard look at the messages you need to deliver in sales and . . . Bring those bad boys up to date! … continue reading »
I’m a huge fan of using blank cards in my “sales mix”. A blank card is simply a fold over card that has your company logo on one side and blank on the other side. I designed mine to fit right in with the aspiring rock star motif you see in the header of my … continue reading »
Sooner or later, all of us face a situation where we’ve met with a prospect, asked lots of great questions, presented some killer solutions but . . . They can’t seem to make a decision. You call them to follow up . . . No decision! You call them again . . . still no … continue reading »
Every week I pick a topic and open it up for a group brainstorming session over on our Linkedin group. So far, we’ve received lots of comments, lots of different perspectives and some fantastic feedback from our Sales Playbook community. This week, we’re discussing the old “Send Me Some Information” response when we prospect. Come … continue reading »
My family and I went out to this little Italian place in our neighborhood this evening. Before I continue, why the hell is it always a “little Italian place”? No one ever says, “I went to this freakin ginormous Italian place.” I might go on that show “Shark Tank” and pitch this idea. Screw all … continue reading »
I look forward to hearing from you!
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