One Critical Thing Salespeople Aren’t Doing During COVID-19
One critical thing many salespeople aren’t doing right now during COVID-19 is…..PERSONAL TOUCH. I have had many salespeople reach out to me during COVID-19 to sell their product or services, but 100% of them have contacted me via LinkedIn messenger, Instagram messenger or text messaging. Not one single salesperson has called me on the phone […]
6 Myths About CLOSING THE SALE (And Which Ones Are True)
If you are in sales, you have heard the phrase “close the sale” a zillion times. My first decade in sales, I was taught very specific closing techniques. Some worked well. Others, I learned over time, actually caused me to lose more sales than I closed. Now that I have been in sales almost 30 […]
7 Critical Steps to Landing Your Dream Job in 2020
In my 28 years of sales, I have hired and trained hundreds of salespeople. One woman who joined my team was Cathy. She was in her mid-50’s and had decades of experience in corporate America. She’d worked 16 years for a company when it abruptly shut its doors, so Cathy needed a job quickly. Cathy […]
Phone Sales: 5 Keys To Successfully Calling Prospects On The Phone
It’s tough to get prospects to pick up the phone. So when they do, make sure you are putting your best foot forward. (Hint: you only have about 3 seconds to make a good first impression). Here are 5 critical keys to nailing your phone calls in sales:
How Important Is Support From Your Spouse?
How important is it that your spouse truly support your career choice and sales endeavor? It’s extremely important. In fact, your spouse’s support might be more important than your own dedication to your job. Here’s why: In commission sales, there are many days or weeks where you can potentially earn little to no money. Especially […]
5 Hacks to Increasing Your Sales
Small adjustments make a huge impact in sales. After 28 years in sales, I have seen for myself along with the thousands of salespeople I have coached along the way, how tiny tips and tricks can skyrocket your sales. Here are a few of my favorite hacks to boost your sales. Sales Hack #1 Don’t […]
Are You Selling While Distracted?
Are you selling while distracted? I have found that “distracted selling’ is the #1 cause of a salesperson’s pitiful week of sales. When you are distracted, you aren’t focused. When you aren’t focused, you aren’t producing. Types of Distractions Cell phones: text messages, social media notifications, calls from trainees/clients Kids – even adult kids can […]
What “I Need To Think About It” REALLY Means
This frustrating objection means one of three things: 1. You failed to find the need (:33 timestamp) and/or create a buying atmosphere (1:25 timestamp) 2. You failed to demonstrate the value (2:15 timestamp) 3. You have a lack of credibility/trust (3:15 timestamp) The good news is that you can overcome these obstacles after you make […]
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 […]