With the summer selling season upon us, my money is on the sales rep, who leverages the summer, instead of using it as an excuse to back off. When I say “leverage” the summer, I’m talking about using the summer to; Change up your messaging. Change up the types of outreach you’re using. Offer a … continue reading »
One of the things we’ve been discussing in our Virtual Sales Camp program is to stop feeling CHALLENGED by the summer selling season and instead; Learn To LEVERAGE It! How? Well if things slow down for you, it means you’ll have MORE time to do things that you’d like to do in sales, but NEVER … continue reading »
There are certain times of year where people mentally check out! We experience this at Christmas where people milk what should really be about a week, into a 6 week mental sabbatical. We’re about to experience it again, (at least here in the US) starting right about now, and continuing right thru Labor Day. Welcome … continue reading »
Summer can be quite challenging for those of us in sales! I decided to create a FREE worksheet to help you think out your options. I’ve designed the worksheet in a way, where you can either work on it on your own, or as a team in your next sales meeting. Please CLICK HERE to download your FREE worksheet. Enjoy! … continue reading »
It can be really challenging to be productive during a holiday week! Here are a few things that I do that have dramatically improved my productivity. The first thing I do is make a decision as to whether or not I’m working, recharging, or both that week. One thing I absolutely WON’T do is wander … continue reading »
The first thing I did when the world went to sh*t a few months ago was rethink my entire prospecting cadence, particularly; My messaging What vehicles I would use to deliver those messages to my prospects. How often I would reach out, Etc. I was able to put together, and test, a different approach that … continue reading »
It’s amazing what happens to otherwise hardworking people once they approach a holiday. Take the Fourth of July holiday as an example. It isn’t until Saturday, and; Many a sales rep will have already “mentally checked out” by Wednesday. Next week too because its a big vacation week. They tell themselves stories about how its … continue reading »
I’ve always felt that the best way to deal with a phone objection is to avoid getting one in the first place. How does one do that, especially during a pandemic? Here’s a quick overview of why you’ve been encountering phone objections lately, and forgive me, but the world being in crisis isn’t the only … continue reading »
File this one under “Things we should have been doing all along” but; Now, more than ever, you need to position your solution in ways that can; Help your prospect with the reopening phase of business. Help your prospect/client generate revenue that they desperately need right now. Save money, that they can allocate to critical … continue reading »
In Session 2 of my Prospecting In The Weeks Ahead Program I had everyone complete an assignment that I’d like for you to do as well. Think about as many compelling reasons why a prospect should have a dialogue with you NOW versus AFTER Covid-19. When you get done answering that question, brainstorm it with your sales team. … continue reading »
I look forward to hearing from you!
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