Many sales reps make the mistake of thinking about the closing process as asking for the business, when it actually begins; Way earlier in the sales cycle! In this week’s episode of The Sales Playbook Podcast I’m going to share a thought process that will help you take BETTER control of your deals, EARLIER! Please … continue reading »
So there you are in a situation where you know, definitively, that you are one of several companies competing for an account. Beware of these 5 mistakes; Assuming That You Have To Sharpen Your Pencil (even when you are told you need to). This puts the focus on price, and focusing on price leads to “sales … continue reading »
So there you are reviewing your proposal with a prospect. Everything is looking great and then they have to go and say it; “I need to run this by my boss and will get back to you!” Here are a few questions you need to ask should this happen to you; Why Didn’t You Have … continue reading »
Important reminder that the early registration discount for our How To Close MORE Deals ends TODAY at 5:00 pm EST! Here’s what you’ll learn during this webinar; How to find higher probability prospects How to get ALL of the stakeholders into your meetings How to establish your authority and set the rules of engagement How to create an environment where … continue reading »
Let’s talk a little about things you should be doing on the front end of your deals, so you can avoid things like; Objections Stalls Playing a Defensive Game In A Competitive Sale Loss of Momentum A Price Obsessed Prospect A Prospect “Ghosting” You Losing An Opportunity When was the last time you stepped back … continue reading »
You’ve worked hard to get in front of your opportunities; And that’s why you need to take out a few “insurance policies”, EARLY in the process, to make sure your deals make it across the finish line. These “Insurance Policies”, are actually things you need to be doing from the moment you set the appointment, and ESPECIALLY … continue reading »
Most of us were taught to shut up after we respond to a phone objection. I disagree! Why? Because 9 times out of 10 you’re giving the person on the other end of that phone a chance to reload and fire another objection! I’m also of the belief that you’ll go off script and interrupt their … continue reading »
There’s a quote that I keep by my phone that kicks me in the ass EVERY time I want to blow off prospecting. If you really want to do something you’ll find a way. If you don’t, you’ll find an excuse. Jim Rohn I also use a little trick called “Calendar Kicks” which are calendar … continue reading »
When it comes to phone objections, we focus way too much on the symptoms and NOT the cause. The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today. There are many things that increase the probability of a phone objection, here’s a partial list to … continue reading »
If you’d like some fresh prospecting ideas that combine cold calling, email, snail mail, LinkedIn, and; If you’d like my cold calling script, voicemail templates and 50 of my best cold email templates; Make sure you take advantage of this special prospecting resource! Here’s what you’ll gain access to; Session 1 Cold Calling 30 ways to … continue reading »
I look forward to hearing from you!
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