How Do You Handle Absurd Sales Objections?
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
To Answer or to Ignore?
We’ve all been there. You’re eating dinner. It is 7:30pm. 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
6 Easy Ways to Get Past the Sales Gatekeeper
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
4 Negotiation Skills You Need to Close More Deals
“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
I Closed One of My Biggest Deals at a Gas Station with my Greyhound
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
How to Give the Perfect Business Gift
When it comes to customer service, a common perspective is to focus on how to address customer complaints and issues after they’ve arisen. However, this limited approach can hinder a business’s ability to attract and
How To Define Your Sales Cycle
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
5 Ways to Improve Your Sales Lead Quality
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
11 Tips for More Qualified Leads from Cold Calls
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
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