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 […]
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 […]
eBook “9 Critical Things I Wish I Knew My First 5 Years In Sales”
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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 […]
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 […]
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 […]
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 […]