Category: Uncategorized

Your prospect prospect has choices; What do you do to ensure that YOU are the logical choice? Are there things you’re doing or perhaps SHOULD be doing prior to the initial appointment? Oh, and I’m not just talking about Pre Call Planning here. What do you do during the initial appointment (and subsequent meetings) to … continue reading »

So there you are getting beaten up on pricing and/or terms by a prospect who’s getting emotional. By “emotional” I don’t mean someone going psycho or being abusive; I mean someone who’s getting a bit animated, perhaps raising their voice slightly etc. And while one might be wise to heed the words of Michael Corleone … continue reading »

Sometimes we say things in sales that we’ve accepted as important, but; The prospect has no clue as to WHY it’s important to THEM! This typically results in a prospect tilting their head sideways, confused, and wondering “Why should I care about that?” Here are a few thoughts that will help you; Thought #1: I almost want … continue reading »

There’s a feature on your smartphone that’s underutilized when it comes to expediting your deals and no, I’m not going to get cute and invite you to actually use the phone instead of email, text, social, etc. It’s the ability to shoot a video and; There are several ways we can utilize that feature to … continue reading »

How do you get access to the main decision maker (and key stakeholders) without insulting the heck out of your contact? How do you immediately differentiate you and your company as THE choice to a buyer who has many options? How do you dominate, EARLY, in a really competitive situation? How do you keep your … continue reading »

There are certain scenarios that can occur during the sales cycle where; A prospect begins to second guess their need for your solution. A prospect begins to second guess their need to make a change. A stakeholder(s) are against making a change. A prospect loses their urgency. A prospect wants to “back burner”the deal because … continue reading »

Would you like 2 email templates that will help expedite your deals? I’m going to be sharing the 2 I’ve been using during our How To Close More Deals webinar on Thursday, March 19th, at 11:30 am EST! Here’s what you’ll gain by joining us; 30 ways to find buyers with a much higher degree of … continue reading »

There are certain types of questions that will emotionally charge your prospect. Are you asking those types of questions? When you’re competing for an account, there are certain questions you SHOULD be asking, that will help narrow the playing field (without badmouthing); Are you asking those questions? There are certain types of questions that demonstrate your expertise … continue reading »

I often wonder, how many sales reps make the mistake of pouring a cup of coffee, in front of another sales rep (or worse yet, multiple sales reps) only to be reminded that; But coffee (or the God given right to pour it without being subjected to ridicule) isn’t the ONLY thing for closers! Fatter … continue reading »

There are things that jump out at us in sales and yet, we choose to leave well enough alone. Sometimes we avoid the subject because we don’t want to jeopardize the sale, hurt feelings or who knows, incite a riot but . . . You’re doing your prospect/client a disservice when you avoid the “elephant … continue reading »