You’re out building your network, ready to meet people in charge and make sales. You enter the office, walk up to the reception desk, and see someone sitting there engrossed in their US Weekly. As you ask for Dr. Jones, the receptionist flippantly replies, “He’s in a meeting.” What do you do? You drove across … Read more6 Easy Ways to Get Past the Sales Gatekeeper
You’ve just had a great meeting with a prospect. There’s no doubt in your mind they’re going to buy your service. Then you follow up and… nothing. You assume the prospect is no longer interested and it’s time to move on. Don’t let that common assumption about following up cause you to lose sales. Just because … Read moreWhich Sales Follow-Up Strategies Work Best for Your Prospects?
“When it comes to negotiating a sale, the person who addresses price first, loses.” There‘s a ton of truth in that saying, especially for companies with tiered pricing models. If your organization has that kind of price flexibility, negotiation is an important stage in the sales process. Before you jump into the negotiating stage, preparation … Read more4 Negotiation Skills You Need to Close More Deals
Years ago, I had a prospect I just could not get in touch with. I’d tried everything but couldn’t get a meeting with him. One day, out of nowhere, I spotted him while walking my miniature greyhound, Sebastian. He was with his two little girls, and willing to do whatever it took to get the … Read moreHow I Closed One of My Biggest Deals at a Gas Station with my Miniature Greyhound
Thinking about customer service from just one perspective—what you do after a customer is upset, angry or has had a bad experience—limits your business’ ability to acquire and keep customers. I like to think about customer service as a proactive, business-growing step that keeps revenue coming into my business. Giving the perfect business gift accomplishes … Read moreHow to Give the Perfect Business Gift
You know your company has a sales cycle. A lead comes in, sales activity happens and you work towards closure of some kind at the end. Hopefully the kind that makes you money. But, do you have clear definitions for each part of your cycle to make sure you sell more? Can you take one … Read moreHow To Define Your Sales Cycle
Have you ever considered that it takes the same amount of time to source and qualify a good lead as it does a bad lead? Of course we all want more leads, but having a sales funnel full of poor quality leads can not only cost you a fortune in wasted marketing spend, it chews … Read more5 Ways to Improve Your Sales Lead Quality
Sometimes, cold calling really sucks. Nobody likes having the phone slammed down on them by rude, power tripping jerks or (sometimes perhaps) nice people who are just very busy. Another truth about sales is that without investing time to constantly develop yourself and your understanding of your craft, you’ll live a life of missing targets … Read more11 Tips for More Qualified Leads from Cold Calls
We’ve all been there. You’re eating dinner. It is 7:30p.m. and your phone rings displaying a phone number that is not in your contacts. What do you do? Most people ignore it without the slightest second thought. But what if you’re in sales? What if that call is a prospect you gave up on months … Read moreTo Answer or to Ignore?
If you have been in sales for any period of time you have likely heard sales objections that defy any common sense. Of course many of these creative sales objections are because your prospects are confused, have other priorities, are not the decision makers etc. For many people, giving a sales objection lie is just … Read moreHow Do You Handle Absurd Sales Objections?