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:
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 […]
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 […]
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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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 […]
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 […]
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 […]