Three Sales Tips For Rookies and Veterans
Know Your Customer My feeling on this topic is that knowing every little detail about a customer is not important and a waste of time and resources. Listen to your…
Top 5 Ways to Close Sales and Convert Leads and Prospects Into Income-Generating Buyers
Do you have leads, but are unable to convert them into income-generating customers? Are you unable to talk to your prospects and convince them to buy because you are shy,…
Successful Selling – Keys to Making the Sale & Resolving an Objection
You will never make a sale if you never close the sale. Closing the sale means simply: Asking your prospect to take the necessary action to complete the sale transaction.…
Overcoming Sales Objections – Getting Past the No
It's a given and agreed-upon fact that sales are basically a numbers game. The sales professional who is good at overcoming sales objections will close more sales. However, what exactly…
Keep Your Pipeline Full
It's not uncommon to lose focus on your pipeline - or funnel - and consistently filling it with new opportunities. Reps often spend too much time on a few opportunities…
Are You Keeping Your Customers Up at Night?
True, not everyone wants to be reminded of the difficult challenges that may be confronting them, but by filling this role, a consultative seller will further enhance their credibility and…
Shortcuts to the Decision Maker
Every seller knows it can take as many as nine phone calls and emails to finally get the attention of a busy business owner or executive. While this persistence can…
The Safety of NASCAR
There are many reasons NASCAR is so popular: the speed, the sparks, the occasional crash as cars collide with the walls or with each other. Nevertheless, over my years with…
Closing – No Tricks Required
So you are hoping for a magic trick to closing? Wouldn't it be so much easier if we could just utter a special phrase that would make our prospects suddenly…
5 Ways to Handle the “No Budget” Objection
It's no surprise that the biggest objection you're facing in today's economy is the "no budget" objection. Now, does this mean that companies aren't buying anything? Of course not! Think…