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 […]
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:
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 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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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 […]
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 […]