Sales TipsShould You Still Be Cold Calling?
Ignore every stigma you’ve ever heard about cold calling. A lot of entrepreneurs and salespeople believe that it is no longer an efficient form of marketing. But then again, many entrepreneurs started their business using cold calling and still believe in its effectiveness. Continue Reading... |
Killing with Communication
So many prospects and clients to kill, so little time. But don't worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. Their weapon of choice? Communication or, more specifically, communication fraud.
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So many prospects and clients to kill, so little time. But don't worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. Their weapon of choice? Communication or, more specifically, communication fraud.
Continue Reading...
Referral Destroying Mistakes
Referrals are said to be the best prospecting tool in any salesperson’s toolbox. According to sales legend, referrals are the key to becoming a top producer. Virtually within 30 minutes of entering the sales field, most salespeople are told that if they want to succeed, they must get referrals from their customers, clients, and other contacts.
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Referrals are said to be the best prospecting tool in any salesperson’s toolbox. According to sales legend, referrals are the key to becoming a top producer. Virtually within 30 minutes of entering the sales field, most salespeople are told that if they want to succeed, they must get referrals from their customers, clients, and other contacts.
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Proposal or Contract?
You’re in a new business meeting, a closing situation with a late-stage prospect, and the client is enthusiastic. “Great, I’d like to do this. Get me a proposal.” You write up your proposal, send it over and follow up by telephone. Voicemail. You leave a message and promise to follow-up the next day. Again, voicemail. You send an enthusiastic email. Nothing. Days slip by. Then weeks. What was once a highly responsive, easy to reach prospect has turned into a ghost. What happened?
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You’re in a new business meeting, a closing situation with a late-stage prospect, and the client is enthusiastic. “Great, I’d like to do this. Get me a proposal.” You write up your proposal, send it over and follow up by telephone. Voicemail. You leave a message and promise to follow-up the next day. Again, voicemail. You send an enthusiastic email. Nothing. Days slip by. Then weeks. What was once a highly responsive, easy to reach prospect has turned into a ghost. What happened?
Continue Reading...
Marketplaces Without Boundaries
Today’s marketplace has transformed as to how sales are generated and sustained. And nowhere else is this more apparent than in the changing relationship between sellers and buyers.
Gone are the days of pure transactional selling. Buyers don’t wait for you to come to them anymore. Instead, they seek out what they’re looking for.
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Today’s marketplace has transformed as to how sales are generated and sustained. And nowhere else is this more apparent than in the changing relationship between sellers and buyers.
Gone are the days of pure transactional selling. Buyers don’t wait for you to come to them anymore. Instead, they seek out what they’re looking for.
Continue Reading...
Sales Success is in Your Control
All salespeople want to think of themselves as powerful but, if asked, would have no idea where that power actually comes from. Most salespeople fail to understand their own power. This lack of understanding then manifests into complaints about price, unreturned phone calls, bidding, loyalty to others, and other excuses as to why a sale does not take place and the relationship isn’t being built.
Continue Reading...
All salespeople want to think of themselves as powerful but, if asked, would have no idea where that power actually comes from. Most salespeople fail to understand their own power. This lack of understanding then manifests into complaints about price, unreturned phone calls, bidding, loyalty to others, and other excuses as to why a sale does not take place and the relationship isn’t being built.
Continue Reading...
It's Not Failure. It's Failure to Do Your Best.
I’m often asked, “Why did my salespeople fail?” or “Why do I fail at selling?” (or other words I choose not to print.) And the answer is usually: It’s not necessarily sales failure, but failure to do your best or be your best, or failure to take the best actions to help succeed.
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I’m often asked, “Why did my salespeople fail?” or “Why do I fail at selling?” (or other words I choose not to print.) And the answer is usually: It’s not necessarily sales failure, but failure to do your best or be your best, or failure to take the best actions to help succeed.
Continue Reading...
Want More Sales? Improve Your Body Language.
Just for a brief moment, imagine that you’re meeting with a financial advisor to discuss your investment strategy. As you look across the desk at him, you notice that he’s sweating, twisting his wedding ring, and refusing to make eye contact. As he delivers advice and proposes that you put large chunks of money into certain funds, he stammers and trembles. Now, ask yourself this question: How confident are you in giving that person the power to control your financial future?
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Just for a brief moment, imagine that you’re meeting with a financial advisor to discuss your investment strategy. As you look across the desk at him, you notice that he’s sweating, twisting his wedding ring, and refusing to make eye contact. As he delivers advice and proposes that you put large chunks of money into certain funds, he stammers and trembles. Now, ask yourself this question: How confident are you in giving that person the power to control your financial future?
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Simple Inside Sales Skills
The best sales teams are most often led by someone who is more like a sales coach than a sales manager. The dedication to developing inside sales skills ultimately creates a sales team that not only hits its short-term goals but instills a culture of learning and self-improvement in order to achieve its long-term goals as well.
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The best sales teams are most often led by someone who is more like a sales coach than a sales manager. The dedication to developing inside sales skills ultimately creates a sales team that not only hits its short-term goals but instills a culture of learning and self-improvement in order to achieve its long-term goals as well.
Continue Reading...
It's OK to Sell Yourself
Wouldn't it be nice if effective small business marketing and self-promotion practices felt natural and authentic? If you truly care about your customers, self-promotion deserves your attention.
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Wouldn't it be nice if effective small business marketing and self-promotion practices felt natural and authentic? If you truly care about your customers, self-promotion deserves your attention.
Continue Reading...
Leveraging the Power of Your Personal Network
Here's an idea – get with your network of friends, relatives and neighbors and put them to work for you.
I don't mean putting them on the payroll. I mean tapping into them as a referral source.
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Here's an idea – get with your network of friends, relatives and neighbors and put them to work for you.
I don't mean putting them on the payroll. I mean tapping into them as a referral source.
Continue Reading...
Bad Habits of Good Salespeople
Some salespeople close new business continuously while others, albeit personable and seemingly good at what they do, have fallen into a rut of less & less closed sales - - one reason may be because they’ve fallen into bad habits without even realizing it.
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Some salespeople close new business continuously while others, albeit personable and seemingly good at what they do, have fallen into a rut of less & less closed sales - - one reason may be because they’ve fallen into bad habits without even realizing it.
Continue Reading...
What's Your Blurb?
We’ve all heard about the “blurb.” It’s that short phrase you use to describe what you do for a living. Often it’s the first and, maybe if handled incorrectly, the last, contact you’ll have when meeting a potential client. It’s more important than your name when introducing yourself.
Continue Reading...
We’ve all heard about the “blurb.” It’s that short phrase you use to describe what you do for a living. Often it’s the first and, maybe if handled incorrectly, the last, contact you’ll have when meeting a potential client. It’s more important than your name when introducing yourself.
Continue Reading...