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 […]
eBOOK – 10 Things Every Salesperson Must Do To Achieve Six-Figure Success
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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, […]
Salespeople, How Are You Treating Salespeople Who Call On YOU?
Last summer, a hard-working, adorable college student named Emma was selling educational books in my neighborhood. (The same job I did to pay my way through college). When I saw her running down my street with her sales bag swinging from her shoulder, I immediately knew what she was doing. I pulled over, gave her […]
Are You Creating a Buying Environment or Selling Environment?
People love to buy, but they hate to be sold. The majority of salespeople sell, sell, sell instead of creating a buying environment. Are you showing the product that YOU want to sell – not necessarily what the customer needs? Are you asking detailed questions to diagnose your customer’s pain points? Are you giving a […]
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 […]
5 Keys To Solidifying Every Sale
Are you solidifying every sale? Or running out the door seconds after you receive payment from your new customer? Go on, take the money and run works great for the Steve Miller Band song. But it’s terrible for business. In sales, there is a buying line. On a scale from 1-10, when you first walk in […]
Has Anyone Told You To ‘Buy Your Dream Home’?
“Buy Your Dream Home” – 4 words that have become a nightmare for many people. If you are in front of a mentor, speaker, coach, trainer or author who encourages you to “buy your dream home”, run for the hills. That person is giving you very bad, reckless advice. And they are suggesting that you […]