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 […]
How Many Streams of Income Does Your Job Offer?
Most salespeople rely on one source of income – their commissions. I encourage you to seek out sales opportunities that offer multiple streams of income: commissions bonuses residual income stock options team/management pay etc…
6 Ways To Get HOT Leads (REFERRALS) Every Day
Are you relying on cold calls to get through your day? Are you banging your head against a wall doing the same things over and over hoping for different results? The key is working SMARTER, not harder. Yes, you do indeed need to have a fantastic work schedule. But if you work really really smart, […]
Why Walking Away From the Sale Will Help You Make the Sale
How many times have been been in this situation: You are sitting down with more than one prospect (The CEO + the VP of Sales, the CFO + CMO or a husband + wife). You close once and they don’t bite. You close a second time and they still don’t bite. One of the two […]
How To Book 3X More Phone Appointments
I used to be in phone sales for one of the world’s largest accounting firms. I booked more appointments in two hours than all of the other sales reps did all day. The director eventually had me run the sales training for the entire Los Angeles office. In this video I will show you exactly […]
What “I Can’t Afford It” Really Means
Oh, the dreadful objection “I can’t afford it”. I heard that objection in sales 10,000 times…until I realized the difference between PRICE and VALUE. People will pay $1000 for something they value – but not $100 for something they don’t value. In this video I will explain the importance of building the VALUE for your […]