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 […]
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 […]
Stop Telling Your Customers “It’s On Our Website”
Three time this past month I have been blindsided by unethical business tactics, fraudulent billing or unacceptable business behavior. In all three cases, when I called out the powers-that-be about their unacceptable tactics, they all said “But the details are on our website”. Translation: We are slapping you with additional fees, but have hidden it […]
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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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 […]
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 […]