Follow-Up & Closing
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How to Get High-Quality Sales Referrals
Every day, there are more than 2.4 million brand-related conversations in the US. Are people talking about your company? Referrals transform a business from operable to booming. In fact, 65% of new business comes from referrals. As you increase your referrals, you increase your profit. Sure, referrals are hard to track, but they’re worth the […]
Follow-Up Emails: When Should You Stop Pursuing a Prospective Client?
Any good salesperson knows they have to follow up to get a response. Only 2% of sales occur at the first meeting, and if you didn’t follow up with prospects persistently you’d never meet your sales goals. But when should you stop pursuing a client? How do you know if it’s time to move on? Spoiler […]
3 Strategies for Unlocking Deals Stuck in the Pipeline
You just made a killer pitch. You demonstrated how your product solves their problems, then left them with action steps – and expected an answer within days. But that was over a month ago, and you still haven’t heard anything back. So what’s the trouble? You thought you were on track to seal the deal, […]
Use These Sales Follow-Up Strategies to Replace “Just Checking In”
You’ve just met with a prospective client. The meeting went well and you gave the guy a business card, but let’s be honest. That card probably went in his pocket and will eventually wind up in the sock drawer. Now, you need a killer follow-up strategy. Thanks to the onslaught of social media, emails, and […]
Salespeople: How to Sell a Price Increase in Any Market
No one likes a product price increase. You don’t want to sell it. Your customer doesn’t want to pay more. Yet, rising costs are inevitable so how are you going to handle them as the sales person? The right expectations and tools will help you navigate a price change like the professional you are. 1. […]
How to Reverse Engineer Sales Referrals
2.4 million: the number of brand-related conversations in the US each day. The question: Are they talking about you? Referrals are the number one marketing tool for any company relying on new business. In fact, studies show that typically 65% of a company’s new business comes from referrals. Why? Customers trust their friends and family, […]
No More No-Shows: 4 Tips for Confirming Sales Appointments
Do your sales appointments often turn into phone meetings, re-schedules or even cancellations? It may be time to make how and when you confirm appointments a sales tool instead of a sales hurdle. Timing really IS everything. This is especially true when it comes to confirming appointments. All too often, a confirmation call turns into […]
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 connection right away, but you will. Business Cards: They’re Not Just Paper and Ink If I gave you a peek […]
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 the effort you put into getting that meeting is wasted if you go in for the kill too quickly. When […]