Open Door Questions
This blog shows you how to open doors you assumed were already closed. Salespeople sometimes make the mistake of assuming they understand the motive behind a prospect's question and jump…
Listening Skills – Pay Attention With More Heart Than Talent
Only one-third of the speaker's meaning is conveyed by words. Two-thirds is conveyed by body language, indicating emotional tone. Listening will directly impact your potential for sales and prospecting for…
Master The Art of Listening
Listening is one of the most underdeveloped skills in sales and entrepreneurship. When I say listening, I mean really listening. Most people in America are what I call average listeners.…
Top Ten Deadly Sales Killers
Remember to stay away from these top ten sales killers and #3 is so important! 10: Driving all Day Spend the minimum amount of time traveling and the maximum amount…
Build Trust And Win New Business – The Value Of Trust, A Clients Perspective
One of the most challenging, if not the most difficult piece of the business development puzzle in a sale is - Trust. Trust today is truly the pivotal point of…
The Power Of Niche Marketing
The old adage "when everybody's your customer, nobody's your customer" is absolutely true and profoundly important. Only giant companies have the resources necessary to try and market a product to…
Mind-Reading – For Salespeople
Would you find it easier to get a sale if you could read your customer's mind? Assuming you said yes, here's how to do it. Ask the right questions and…
The Recipe for Overcoming All Objections
My wife is a great cook. When she makes one of her specialty cakes from scratch it is a wonderful dining event. My Cake: I tried to make a box…
Successful Selling, It’s a Lot Like Playing “Texas Hold’em”
"Texas Hold'em" has gained a large following. A countless number of people, young and old are playing it. Only the true elite are really making the top money. They earn…
Handling Sales Objections
The ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level…