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 […]
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 […]
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 […]
eBOOK – 10 Things Every Salesperson Must Do To Achieve Six-Figure Success
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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 […]
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 […]