7 Ways to Lose a Sale
After 20 years and 10,000 deals, I’ve seen some great attempts at closing a sale. I’ve also seen some very bad ones. Of course, those bad attempts resulted in losing the sale. But many times
4 Tips for the Introverted Salesperson
If you’re a struggling salesperson, it’s easy to think that great salespeople must’ve been born that way, not made. But nothing could be further from the truth. Sure, some people just have “that thing” that
A Day in the Life of a Successful Salesperson
There’s an easy way to identify a successful salesperson: Shadow them for a day and learn about their routine. Because what sets the most successful salespeople apart is the consistency of their daily routine. Often,
The 4 Biggest Mistakes A Sales Manager Can Make
There are mistakes a sales manager can make, and then there are the biggest mistakes a sales manager can make. Check out these four costly, and sometimes irreparable, mistakes and then do your best to avoid
The Pocket Follow-Up Formula: Improve Follow-Up Success
What if I told you there’s a secret to sales lead success that’s as easy as 1-2-3? Would you believe me if I said the secret lies in… business cards? You may not see the
5 Things Your Sales Script Should (and Shouldn’t) Include
Sales scripts have been a mainstay for as long as people have been hocking goods on street corners and from wooden carts. Why do they still work today? Because human nature never changes. Essentially, a
The #1 Question You Should Ask During Your First Sales Appointment
The prospect you’ve been dying to speak with finally agreed to a face-to-face meeting. All of your persistence paid off, and you’re ready to make your pitch and seal the deal. Not so fast. All
How to Hack Your Sales With the “Overheard Selling” Technique
Innovation is the mark of a successful business, and that holds true for salespeople, too. We all know that most people really just want to be left alone. They don’t want to talk to a
Why Your Prospect is NOT Always Right
To succeed in business, you must live by this mantra: The customer is always right. But does the same hold true for the prospect? Not always. In fact, if your salespeople can learn how to
Salespeople: Fix Your Elevator Pitch to Get a Meeting With Anyone
If it’s good, you can win a sale or a customer. If it’s bad, you can lose a lot more than that. The elevator pitch has been around for ages, and it’s here to stay.
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