Category: Uncategorized

I’ve never been a fan of “breakup” style emails, especially during the prospecting phase, and; Especially during the pandemic! Why? Several reasons; They limit your options. Why would you close the door and cut off the ability to contact them again? Sales cycles are taking much longer thanks to the pandemic. Patience grasshopper! And then there’s … continue reading »

Under normal circumstances, 79% of our sales emails AREN’T EVEN OPENED (According to both Constant Contact and MailChimp), but; This year has been anything but normal! Thanks to the pandemic; Your prospects are more distracted and their inboxes are bursting at the seams! They’re also done with all the “We’re all in this together” and … continue reading »

How can we expedite our deals; WITHOUT coming across as desperate and WITHOUT annoying the hell out of our prospects? Here’s something really simple you can do during your initial meeting; Get a firm commitment on WHEN delivery, launch, implementation, etc is to happen and then; Work backwards subtracting your turnaround time! For example, if … continue reading »

I created this list of things to embrace during the holiday season with the goal of bringing you a smile and; A dose of perspective! Sometimes we forget some really important things . . . Today, our goal is to recapture them! Please pass this along and let’s spread a little holiday cheer! Any who . … continue reading »

Deals are taking longer to close and quite frankly, it puts us in a bad situation. If we do nothing, we’re gonna have skinny children. If we go too far the other way, then we come across as desperate and worse yet; A pain in the ass! Enter the “Potato Chip Demo” tactic! Don’t know … continue reading »

The “Call me back AFTER the holidays” stall puts us sales folk in a bad position! How can we respond to this and even gently challenge our prospects when they tell us this? Earlier this week I sent a FREE lesson taking you step by step. You can still access it by clicking HERE, or … continue reading »

Sales reps have a bad habit of going into “convince mode” when decision makers are reluctant to pull the trigger! Questions, really good questions, might be a better answer, and here’s why; Great questions; Help you to REALLY understand why they feel the way they do. Bring a painful user experience (or the experience in not … continue reading »

With everything going on in the world right now, decision makers are a tad more doubtful, skeptical, and hesitant! This leads to indecision and at the very least; A much longer sales cycle! That’s why you need to use social proof! What is social proof? It’s a concept that people will adapt their behavior based … continue reading »

So here we are again, year end, the holidays, and that magical time of the year when; Prospects stall until AFTER the holidays! In this week’s episode of The Sales Playbook Podcast, we’re gonna go there! Right click here to download this episode or scroll down to listen via the audio player. You can also; Subscribe … continue reading »

My phone rang at precisely 9:45 am on Tuesday, much as it had for the last 11 Tuesdays. The caller ID confirmed my feeling that it was the same rep, same message, but in his defense, it was a different Tuesday. I let it go into voice mail and prepared myself for the second wave … continue reading »