Stop Telling Your Customers “It’s On Our Website”
Three time this past month I have been blindsided by unethical business tactics, fraudulent billing or unacceptable business behavior. In all three cases, when I called out the powers-that-be about their unacceptable tactics, they all said “But the details are on our website”. Translation: We are slapping you with additional fees, but have hidden it […]
What To Do (and NOT Do) With an Unhappy Customer
If you have been in business long enough, you have have experienced at least one unhappy client – no matter how diligent you are at providing outstanding service. That manual we were given at birth skipped that chapter “How To Handle an Unhappy Customer”. So I decided to provide you with that chapter. (you’re welcome). 🙂 […]
eBook “9 Critical Things I Wish I Knew My First 5 Years In Sales”
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Are You Too Loud?
On a volume scale from 1 to 10, salespeople have a tendency to be a 12. 🙂 I followed a record-breaking top producer many years ago and was fascinated by what I saw her do. She sold to multi-millionaires. Everyone sat down with her. Why? Because when she approached these prospects, she lowered her voice […]
How To Sell Over Your Competition
For years and years whenever I met a new prospect and discovered they were already doing business with the competition, I walked back to my car deflated. But then one day the lightbulb went off. I learned three important things: What to say when your customer is doing business with the competition What never to […]
This Simple Sales Hack Will Get You In More Doors
Do you always use your company name when you introduce yourself to new prospects? If so, this might be keeping you from getting in doors. Watch this video and find out why this simple sales hack will help you get more customers. What will get you in more doors than anything is working referrals! Check […]
Who Are Your Most Valuable Prospects (MVPs)?
Not all prospects are created equally! You will save yourself a TON of time, money and headaches if you can identify who are your MVPs (Most Valuable Prospects). The definition of an MVP is the prospect who is MOST LIKELY to buy your HIGHEST TICKETED PRODUCT with the LEAST AMOUNT OF OBJECTIONS OR OBSTACLES. Examples […]
What The F#@% – The Excessive Use of Profanity on Business Calls
I’m no Mother Teresa and I have certainly dropped my share of f-bombs in my lifetime. But there seems to be an increased (alarming) amount of profanity on business calls these days. Last month, I was driving in my car with my two children when my phone rang. I answered it via Bluetooth. It was […]
Why Most Salespeople Aren’t Working Referrals
Referrals single-handedly get you in more doors, close more sales, get you past gatekeepers, have lower cancellations and overall more fun while selling. So why do so many salespeople rely on cold calls and not understand the importance of referrals? This video explains it all! Check out my online training course REFERRAL SELLING: How I […]
12 DO’s and DON’Ts To Getting Your Foot In the Door
This is one of my favorite things to teach – how to get your foot in more doors. When I was living in Los Angeles back in the 90’s, I worked for Arthur Andersen – one of the largest accounting firms in the world at the time. My job was to call CEOs and book […]
Two Awesome Tips To Drastically Reduce Customer Cancellations
Cancellations stink. But there are simple things you can do to reduce the number of customer cancellations. Here are two tips that drastically reduced my cancellation rate. If you found this video helpful, SUBSCRIBE and LIKE! Post a COMMENT and introduce yourself. In addition to these tips, one thing that will reduce cancellations is working […]
Are You Giving a Sales Talk or a Sales Conversation?
Oh gosh, for YEARS I fell into the trap of giving a memorized sales pitch to every customer. As a result, my sales presentation was non-engaging, I did not find the pain point of my customer and I had a low closing percentage. Once I stopped giving a sales talk and started having a sales […]