We’re going to be talking about how you can get more of your deals across the finish line, quicker during our webinar this Thursday. Join us and gain access to the following; 30 ways to find buyers with a much higher degree of urgency to do the deal NOW! How to get the right players to … continue reading »
As many of us head out to the stores to stock up on supplies, I want you to remember something; Please do your best to support your local “Mom and Pop” business! If things in your neck of the woods go the way they have in other countries; Many “non-essential” establishments will be temporarily shuttered … continue reading »
Earlier today, I shared my thoughts on what sales teams need to be doing during the coronavirus outbreak. Here’s something else; Do everything you can to keep your deals moving forward! Sounds like common sense but; You have a new competitor that’s completely dominating the battle for mindshare and it’s the coronavirus! That means you … continue reading »
I was waiting at the security line at the airport just one week ago when I became involved in some crazy sh*t. I coughed. Yep, I had the balls to cough and it was enough of a cough to not only get the stink eye, from the lady in front of me; She went into … continue reading »
Do you know why decision makers beat you up on price? It’s because THEY CAN! What if we DIDN’T allow others to talk us down on price? Here are a few reasons why it might be something to consider. 1) “It isn’t fair to my other clients who pay full price!” I put that one … continue reading »
I’ve never been a fan of manipulative “closing” tactics and; Needless to say; Your prospect isn’t a fan as well, but; How do you gently take control and guide your prospect toward an informed decision? Well, that part actually begins the moment you set the initial appointment and builds from there! When was the last … continue reading »
I have numerous conversations with companies looking to hire a speaker for their sales kickoffs. As part of the selection process, many people ask for references, but here’s the thing; I won’t share references until the RIGHT time Sounds kind of dickish, right? Perhaps, but stay with me. Truth be told, I have stellar references, I mean … continue reading »
It really sucks when a prospect steps away from; Their urgency to change The steps they need to make the change Thinking about you Thinking about your company Thinking about your solution WHATCHA GONNA DO ABOUT IT? What are you going to do to keep your prospect engaged and excited? … continue reading »
There’s something really simple you can do to keep your deals moving forward, and; Even give you an early warning signal when a deal is BEGINNING to stall out. Send your prospect a “Project Map” detailing everything you both must do, and the dates the actions items MUST be completed. Here’s how I utilize this … continue reading »
Wouldn’t it be nice to get a few more deals in the bank? Sometimes that’s easier said than done! There are competitors and internal stakeholders whispering in your contact’s ear, and; There are obstacles, stalls and objections, you need to overcome. so; How Do You Take BETTER Control Of Your Deals, WITHOUT Being Controlling, Contrived, … continue reading »
I look forward to hearing from you!
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