For those of you who didn’t get the memo; The tried and true things we did while prospecting a few months ago; Need to be retooled during Covid-19! And let’s be honest . . . Prospecting hasn’t gotten any easier for us lately! You have decision makers (who were already distracted) completely consumed with trying … continue reading »

If you’ve ever thought about hiring a sales coach, taking a sales course, etc but found yourself light on funds; There’s hope! There’s a simple way to finance sales coaching and training and you can use this method with pretty much anyone (not just me). Please allow me to introduce you to; PayPal Financing If you’re paying … continue reading »

Prospecting isn’t the easiest thing right now, and it’s actually worse if; You haven’t changed your message as well as your tactics, but; I get it; Many of you don’t really know how to do that and/or; You’ve been trying your best with a “trial and error” approach and yet; YOU’RE STILL STRUGGLING! Might be … continue reading »

If you’ve been looking for a few fresh prospecting ideas for prospecting during Covid-19. If you’ve been struggling with WHAT to say at a time like this. If you’d like to provide value during these challenging times WITHOUT giving away the proverbial store, and; You’d really like to get in front of MORE opportunities! You … continue reading »

How should you prospect during a time like this? What should you say? How often should you say it? How much space should you put between attempts? How long should you continue before giving up on a prospect? What tactics can you use to get in front of MORE opportunities WITHOUT looking like a sleeze? … continue reading »

There are lots of things competing for your prospect’s attention under normal circumstances let alone during a global pandemic! That’s why repetition is key and; You need to premeditate when and where you will reinforce key points you want them to OWN. Some ideas for you to ponder; What are some compelling reasons why a … continue reading »

“What should my sales messaging look like during the Covid-19?” I believe there are two extremes many of you have embraced, and I’m really NOT a fan of either one! One extreme is to go all salesy and bombard your prospect with messaging. Definitely NOT the time for that! The other, is to sit it … continue reading »

Do you think that to a decision maker, most sales people sound the same? Do you think our emails look the the same? Cold calls? That’s because most sales messaging centers around one flavor, and one flavor only; “I WANT TO SELL YOU SOMETHING” And right now, buyers are a tad sensitive to an overabundance … continue reading »

The big question right now is; What should my sales messaging look like during the pandemic? I believe there are two extremes many of you have embraced, and quite frankly they BOTH suck! One extreme is to go all salesy and bombard your prospect with messaging. Definitely NOT the time for that! The other, is … continue reading »

If there’s one thing I’ve seriously over preached on this blog, it’s the importance of using “evidence” during the sales cycle. We use “evidence” to reduce and even eliminate; Doubt Fear Hesitation Skepticism Objections And thanks to Covid-19; Our deals are being stalled and in some cases, lost, because of; Doubt Fear Hesitation Skepticism Objections … continue reading »