Sales Tips

9 (Stupid) Phrases That Can Sabotage a Sale

We’re told in simple terms and lengthy quotes that words carry the authority to influence others, often much more than intended. But what about sales? Does the way you say something make a difference? Of course it does. The problem is we fall into the ruts of using the same sales phrases pitch after pitch. And often, the phrases we use the most are the ones that sabotage our sales. If your numbers aren’t as high as you think they…

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May 17, 2016
Sales Tips

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, but it hasn’t happened. The deal is officially stuck in the pipeline. It’s easy for a sale to hit a snag that puts it in…

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March 29, 2016
Sales Tips

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 texts we’re faced with each day, your follow-up won’t naturally stand out. But a follow-up email is your virtual business card, and if done well,…

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January 12, 2016
Sales Tips

How to Build Trust Over the Phone with Cold Prospects

We’ve all answered a cold call, but how many times have these interactions won us over? Much of our cold call reluctance comes from how few of these calls actually convince us to buy. I like to use the calls I receive to improve my own cold calling strategies. What made me stay on the line? Which strategy did they use that worked? In each situation where I became a customer, I’ve found that the salesperson used three tactics to…

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December 15, 2015
Sales Tips

Strong Sales Presentations: How to Leave Prospects Begging for More

You’ve made it past the cold calls into the conference room, and now it’s your time to shine. The typical slide shows with bar-graphs and pie charts don't exactly leave your listener begging for more. So how do you get to the place where prospects are asking questions and ready to sign? What are the best sales strategies for closing the deal? First and foremost: know your audience. Too many presenters forget this basic principle, but if you want people…

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December 8, 2015
Sales Tips

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. Allow Time to Build Rapport The higher the price of your product, the more rapport you need to build before you can close a sale.…

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November 3, 2015
Sales Tips

How to Write the Perfect Sales Email

Who doesn’t get bombarded with sales emails every day? When I open my inbox each morning, message after message blasts me with the latest opportunity only available for a limited time only. My favorite button: delete. Turns out, it’s not just me. In fact, 35% of email recipients open emails based on the subject line alone. Conversely, 69% of email recipients report email as Spam based on that same subject line (Convince and Convert). So how do you get your…

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September 29, 2015
Sales Tips

7 Rules for Getting Past the Gatekeeper

You’ve driven across town for a sales meeting, only to find the receptionist catching up on the latest issue of US Weekly while Dr. Jones is tied up. Now what? We’ve all been there – suddenly in a battle to get past the gatekeeper. In many cases, gatekeepers are low-waged employees who don’t really understand the business. They don’t care about how awesome your product or service is. It could be the perfect solution to solve all their company's woes,…

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August 18, 2015
Sales Tips

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 there is just as much to learn from someone who does it completely wrong as there is from a pro. Set aside your training guide and meeting notes for a second, and let’s look at seven sure-fire ways to lose your next sale. 1. Don’t…

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January 6, 2015
Sales Tips

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 makes them immediately great at sales. But that’s not true for the masses. For most of us, and for introverts, in particular, getting ahead in sales means following a learning curve that builds up to a trajectory that propels you into success. Fake It Until…

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November 25, 2014