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…
David Starr Back at Texas Motor Speedway
After a grueling 12 days, David is back home in his native Texas. Over the weekend of August 21, he’d been up at Michigan International Speedway, in the Irish Hills…
David Starr at Daytona on August 27 and 28
Yesterday I had the pleasure of interviewing David Starr live in his trailer at Daytona International Speedway. Daytona is the best known of the NASCAR venues, not least because it…
Master the Cold Call – Four Steps to Qualify the Prospect During the Cold Call
One of the most important steps while cold calling is to qualify the prospect. By qualifying properly, you will be using your selling time most effectively. Four steps to qualifying…
Talking With Prospects – 4 Things You Must Know Before You “Pop the Question”
Whether you are face-to-face (with a mask on) or on the phone, talking with prospects can be a nerve-racking experience. You're concerned about what to say and more importantly how…
The Issues With Sales Training – Achieve ROI
A recent report by Selling Power indicates that corporations spend over seven billion dollars per year on sales training. The vital issue, with an investment these large companies do not…
Sales Rep Or Sales Professional – Which One Are You?
The sales industry has got to be the only industry in the world where you can earn more than the average surgeon and yet you only need to attend a…
Aligning Performance With Results
Aligning performance with results can be achieved with a few overarching steps. By doing this, each person will be clear what his or her role is - and you can…
Solutions Provider VS Transaction Vendor – Which Are You?
We often speak about meeting clients' needs. What often separates winning presenters from the rest is (1) a better understanding that clients have many needs that cluster around the one that first…
Be Like Russ – Get LTE Business Internet
Russ’ business is located on the road between the interstate and the town, but the town’s only cable company’s internet is down at least once a week during regular…