I hate that question.

If you’ve done your job correctly, you shouldn’t have to dramatically ask for the sale. The customer should already be moving toward it.

One of the most underrated ways to get them there?

Make them laugh.

Not constantly. Not with rehearsed jokes. And definitely don’t walk into a sales meeting thinking you’re suddenly a stand-up comedian.

The secret is using just the right amount of humor at exactly the right time.

More importantly: READ THE ROOM.

People know when they’re being sold. The second they feel the pitch coming, the walls start going up. They analyze your words differently. They question your motives. They start waiting for the close.

Humor can completely change that dynamic.

Get someone genuinely laughing with you and, for a moment, the salesperson/customer relationship disappears. You’re simply two people having a conversation.

That’s powerful.

Because people tend to do business with people they like, trust, and feel comfortable around.

But humor can also kill a sale.

If someone is discussing a serious business problem, losing money, dealing with a deadline, or explaining something important to them, shut up and listen.

That’s reading the room.

The best salespeople I’ve known have an instinct for when they can push, when they should listen, when they should challenge—and when they can make someone laugh.

And here’s where it gets interesting.

Humor can be incredibly effective when you’re approaching the end of a sales conversation.

Everyone knows why you’re there. You know it. They know it.

So why suddenly turn into a stereotypical salesperson?

Don’t change personalities just because it’s time to close.

Keep talking. Keep listening. Keep the conversation comfortable. Then naturally transition into what happens next:

“When do you want this delivered?”

“Who should we work with on implementation?”

“Let’s get the paperwork started.”

Notice what’s missing?

You never asked them to buy.

You created enough trust, confidence, and comfort that moving forward became the natural next step.

That’s selling.

Humor didn’t close the deal.

You did.

Humor just helped the customer forget they were being sold.

So use it.

Just remember the most important rule:

Read. The. Room.

The post If You Have to Ask for the Sale, You May Have Already Lost It! appeared first on ConectUS Wireless.

Sales professionals spend years learning product knowledge, objection handling, presentations, and negotiation techniques. Those are all valuable skills. However, one of the biggest mistakes made in sales happens in the final moments of a conversation. The customer has already agreed, the concerns have been addressed, and the buying signals are obvious… yet the salesperson keeps talking.

Unfortunately, many sales are lost not because the salesperson failed to make the case, but because they continued making it long after the customer was ready to buy.

There is an old saying in sales: “The first person who talks after the close usually loses.” While that’s not always literally true, there is a lot of wisdom behind it.

When a prospect says, “That sounds good,” “I think this will work,” or “Let’s move forward,” your job shifts immediately. You are no longer selling—you are helping them buy. Every additional feature you introduce, every unnecessary story you tell, or every new objection you accidentally create gives the customer another opportunity to second-guess a decision they had already made.

Think of it like landing an airplane. The hard work is already done. The runway is clear. The last thing you want to do is pull back on the controls and start circling the airport again.

Great salespeople recognize buying signals. They listen carefully, answer the question that was asked, and confidently move toward the close. They don’t feel the need to fill every moment of silence. In fact, they embrace silence because silence often means the customer is thinking, processing, and making a decision.

Many salespeople become uncomfortable with quiet moments and instinctively begin talking again. Ironically, that’s when they start introducing new pricing concerns, technical details, or “one more thing” comments that can derail the entire opportunity.

Confidence doesn’t always sound like talking. Often, confidence sounds like patience.

Once you’ve earned the customer’s trust, answered their questions, and presented a solution that meets their needs, ask for the business. Then stop talking.

Let the customer respond.

The best closers understand that the goal isn’t to deliver the longest presentation or prove they know the most. The goal is to help the customer make a confident decision.

Remember, people don’t buy because you talked the longest. They buy because you listened, solved a problem, earned their trust, and knew exactly when to stop talking.

Sometimes, the most profitable words you’ll ever say are followed by silence.

The post Know When to Stop Talking appeared first on ConectUS Wireless.

It may sound surprising, but smiling while speaking on the phone can dramatically change how your voice is perceived. Even though the person on the other end of the line cannot see your facial expression, they can often hear it. A smile naturally changes your tone, pace, and inflection, making you sound more approachable, confident, enthusiastic, and engaged.

Whether you are speaking with a prospective customer, an existing client, or even a fellow employee, your attitude is reflected in your voice. A positive, upbeat tone communicates respect and appreciation for the person you’re speaking with. It tells them that you are happy to help, interested in their needs, and genuinely invested in the conversation.

People naturally respond to positive energy. A customer who calls with a question or concern may begin the conversation feeling frustrated or uncertain. A warm, friendly voice can quickly lower those barriers and establish trust. Likewise, when speaking with a prospective customer, enthusiasm is contagious. Your excitement about helping them often becomes their confidence in doing business with you.

Smiling also has benefits for the speaker. Studies have shown that smiling can reduce stress, improve mood, and increase confidence. When you smile, your body releases chemicals associated with positive emotions, helping you remain calm and focused during challenging conversations. Instead of sounding rushed, impatient, or distracted, you project professionalism and optimism.

This simple habit is equally important during face-to-face meetings. A welcoming smile is one of the first impressions people notice. It creates an environment where customers feel comfortable asking questions, discussing concerns, and building long-term relationships. Whether in person or over the phone, a smile demonstrates kindness, respect, and confidence.

The next time your phone rings, take a brief moment before answering. Sit up straight, take a breath, and smile. That small action may completely change the tone of the conversation. Customers may not remember every word you said, but they will remember how you made them feel.

In today’s competitive business environment, products and pricing can often be matched by competitors. Exceptional customer experiences, however, are much harder to duplicate. Sometimes, creating that memorable experience begins with something as simple as a smile—one that your customer may never see, but will almost certainly hear.

The post The Power of a Smile—Even When No One Can See It appeared first on ConectUS Wireless.

Commercial realtors consistently seek innovative ways to elevate the tenant experience. Verizon’s Digital Agent Program provides a seamless and highly accessible solution that aligns naturally with this objective. The program enables businesses across virtually all vertical markets to offer Verizon solutions—including Verizon Business Internet, connected laptops, and connected tablets—directly to their customers with minimal effort and no limitation on earning potential.

Unlike traditional mobility sales models, the Digital Agent Program requires no deal registration and is purpose-built for point-of-need selling—precisely where commercial realtors operate most effectively. Realtors engage decision-makers at the exact moment connectivity services are required, eliminating the need for cold calling or prospecting.

Why the Digital Agent Program Is Ideal for Commercial Realtors

• Direct access to decision-makers at the moment connectivity is needed
• No prospecting or cold outreach required
• Internet and mobility services are essential for new tenants
• Enhances tenant value without disrupting core business operations

Commercial realtors are uniquely positioned to succeed with this program. With an established client base already in place, they can offer Verizon Business Internet and Fios services to new tenants as they move into their properties—creating a recurring revenue opportunity while simultaneously improving the tenant onboarding experience.

By streamlining move-in connectivity and ensuring immediate access to reliable services, realtors deliver a meaningful benefit to tenants and strengthen long-term relationships.

When opportunity, value, and convenience converge, the advantages become unmistakably clear.

The post Verizon’s Digital Agent Program is Perfect for Commercial Realtors appeared first on ConectUS Wireless.

Verizon has been working hard to enhance the Digital Agent Program, and agents across the country will be ecstatic to learn about some key enhancements that Verizon has implemented.

All of the key enhancements from Verizon haven’t been done yet. They are constantly working to make their services as effective for agents as possible, and they are working on several different features to help make the Digital Agent Program even more potent than it already is.

ConectUS Wireless has received overwhelmingly positive feedback from our agents about the Digital Agent Program, as it has helped take their sales catalog to the next level. On top of Digital Agent expanding agents’ portfolios, it has also introduced new revenue streams, increased productivity, and much more. Digital Agent is turning into one of Verizon’s best services that they can offer, and our very own Director of Channel Sales, Cory Hinkel, agrees.

“Many of our partners have been asking for a quicker way to fulfill what their customers need for their business. Digital Agent provides us and our valued partners with a way of processing orders efficiently. Digital Agent is the answer,” Hinkel stated.

Verizon’s Digital Agent Program is only poised to grow even more, so don’t get left behind. Join today!

The post Verizon’s Digital Agent Program Just Got Even Better appeared first on ConectUS Wireless.

Sometimes, something very subtle, a small mistake, can completely turn off a client and cause negative thoughts and attitudes. So, I would like to recommend a couple of books on the subject of sales for you to read.

“Winning Moves – The Body Language of Selling” by Ken Delmar – 1984

The book has a little subtitle of interest; “the keys, strategies, moves, gestures, expressions, style and aura that work for winners.” The author suggests that religious leaders, politicians, actors, top trail lawyers, and top sales people all have these abilities in common. He further suggests that we can all do this, if we learn how – and that is exactly what this book explains how to do.

Amongst the topics are how to maintain compose, sense of trust, limit stress, look relaxed, self-assured, and confident. Imagine disarming prospects, improving your voice, and allowing hostile people to backtrack with proper body language and adequate tone. Learn to look alive on camera, command a room, quell anger emotions, its all here and more, this is a great book.

“How to Master the Art of Selling Real Estate” by Tom Hopkins – 1986

Mr. Hopkins starts this book by explaining what society expects a real-estate salesperson to look like and act like. How to maintain a professional attitude – then he gets into prospecting, qualifying, verbal techniques, telephone sales, open house techniques, asking for commitment or offers, and how to close the sale – next how to present the proposal and how to maintain a referral network from happy customers and their friends as well. There is also a section on staying organized, scheduling and planning. The final chapter is how to keep a score card of your successes; tracking sales, money made, net worth, and goal setting.

Once you are done reading these two books, I guarantee it will help you increase sales, more importantly, it will help you be a better you and make more friends in the process.

The post These Two Sales Books Will Transform How You Close Deals appeared first on ConectUS Wireless.

We can imagine the e-mail backlash now.

This subject tends to ignite reaction and discord from those who want to maintain the status quo. The status quo has served them for years, and they’ve never gravitated away from it. Changing it will likely cost them a lot of money. They resist anytime anyone tries to challenge one of the world’s most powerful control ideas. That is, the absurd notion that anyone is unworthy by design or circumstance.

Lose the feeling of unworthiness.

Many, dare we say most, individuals wrestle with self-esteem issues every single day of their lives, and it can be extremely hard to control. They feel that they are somehow unworthy of success. Why do they feel this way? Because other people have told them that they are unworthy or that they do not measure up to someone else’s standard, and that is completely wrong.

The spreading of this awful idea of unworthiness is one of the greatest frauds perpetrated on mankind. It is total nonsense and will stop you from reaching your true potential. Of course you’re worthy!

Face it. The only people who will tell you that you are unworthy are those who want to exercise power and absolute control over you or perhaps want to tap into your resources for their gain. If you are looking for the most success in life, do not let them sell you this bogus bill of goods.

There are certainly those who will use religion or other beliefs to push the notion that you are unworthy. This article is not meant to ignite a debate.

You are worthy! You are not more or less worthy than anyone else. You have the right and perhaps even the obligation to pursue your happiness and your dreams. Lose any feelings of unworthiness because those feelings will cause you to discriminate against yourself so that you might never test your upper limits.

The post The Hidden Emotion Sabotaging Your Sales Career — And How to Crush It appeared first on ConectUS Wireless.

Work tirelessly to remove negativity from your vocabulary and your reality.

A few years ago, we heard of someone working as a sales manager in one of the highest volume car dealerships in the country, and they helped lead a very interesting culture on the sales floor.

There was an active campaign to eliminate negativity from people’s vocabulary and from the workplace. Although the concept was quite simple in its approach, it was largely effective and changed everything for them.

Many people, by their nature, seem to like to complain and find fault in nearly every situation. Some like to blame others for their failures and shortcomings and still others like to live in the past and spread tales of their bad luck to all who will provide an ear. Salespeople, in general seem particularly good at telling the sad war stories of past problems and missed sales opportunities.

Observing something that isn’t working properly and seeking the appropriate solution is one thing but simply spreading or wallowing in negativity is something else entirely. Since the spreading of negativity breeds more of it, the decision was taken to try to stifle the spread of negativity in this dealership.

It started from within management but soon filtered down so that virtually everyone in the place was participating. When someone was heard to spread something negative or complain to no one in particular, he or she was admonished with the simple comment of “No Negatives.” That was it. No more and no less. It was simply, “No Negatives.”

What this did was to nip negativity in the bud. It didn’t beat on people. It just reminded them that they were spreading negativity. It changed behaviors over time. It didn’t fix everything for everyone but it increased productivity and made for a much nicer working environment for everyone.

Be aware of negativity that is going on around you and gently do your part in reducing it in others and, most importantly, in yourself. Let’s face it, if there is no negativity producing low energy you will have plenty of room for positive, high energy thoughts and the resulting feel good emotions that accompany them. Simply remember “No Negatives,” and see where this takes you in your sales journey.

The post This Hidden Emotion Is Blocking Your Sales Success — And The Fix Is Simple appeared first on ConectUS Wireless.

“Change your emotions, when needed, in order to alter your subsequent actions.”

Feelings and emotions that produce happiness and a positive attitude are great. They will propel you forward. When these do occur, you usually need to change nothing!

On the other hand, there are feelings that create emotions that produce sadness or anger that are not so great, because they weigh you down and drain your energy and creativity in all aspects of your life. There is a simple two-part strategy that can enable you to remove these bad (negative, angry, destructive or unproductive) emotions from your life.

Understand that feelings just happen in response to a situation, any situation. You can’t prevent experiencing those feelings in any way. The emotions that arise out of those feelings are also, by and large, not preventable either. However, the actions that they can produce are absolutely controllable, as are the lingering negative feelings and emotions. When you have mindful conscious awareness of your feelings, and subsequent emotions, you develop the power to choose your future actions along with your future thoughts.

There is a moment, for some a very brief moment, between the experience of feelings and emotions before actual action is taken. What you choose to do then in this moment is critical to the action you will take and the results that you will obtain (understand that for every action there is always a consequence).

1. Stretch Out the Moment

The first key here is to stretch out that moment for a second or two, longer if needed, so that you can analyze it, then consciously choose your action rather than just reacting to something and making the inappropriate choice of actions.

Most reactive actions are in response to programming built into our DNA that relates to our fight or flight mechanism. It is there to protect us in life threatening situations. But let’s face it, most of the situations we encounter on a daily basis are not life threatening and therefore don’t demand a reactionary action. Slow it down, think it out and only then take action. Take the positive action that will serve you or someone else. The old wisdom to count to 10 when something disturbs you is actually very powerful advice, as it helps you not make a rash decision that you’ll regret later.

2. Replace Your Negative Thoughts With Positive Ones

The second key is to replace your negative thoughts with positive ones. Because what you think about the most will grow. It is actually impossible to have a positive and negative thought in your mind at precisely the same time. Therefore, work to displace the negative thoughts with positive ones and your feelings will change. Continue this process as much as needed.

Here is a simple example of this. Perhaps you see a car accident unfold in front of you as you are on your way to work one morning. You call 911 and stop to lend as much assistance as you can. There are seriously injured people and you feel upset, sad, and perhaps angry, because people are hurting. These are all perfectly natural feelings and emotions. However, if they are not put aside and replaced with positive thoughts, you will likely be unable to do anything of value for the rest of the day.

Once the paramedics arrive and you can be on your way, you will now be in a position to pause and choose your ongoing thoughts. You can allow thoughts of that accident and injured people to linger in your mind all day which will weigh you down and distract or even depress you. This is not a good thing at all.

Or, you can replace those thoughts with ones where you have helped these people the best you could and they are now in the hands of professionals.

A much better thought process, don’t you think? You can be grateful that more cars were not involved. you can be grateful no one died. It doesn’t matter which positive thoughts you choose to use. These new thoughts will allow you to put the incident behind you so you can get on with your day.

3. Avoid Situations That Negatively Affect Your Emotions

Just one final thought here.

Do your best to avoid situations that consistently lead to your feeling bad. For example, if watching the news every night after dinner upsets you, quit watching the news and watch something else. The truly important stuff will find you eventually.

The post The Shocking Truth About Emotions and Sales Success appeared first on ConectUS Wireless.

Indeed, quite a few sales leaders believe that cold calling should never happen within business and sales. I abide by the theory that once your business is established, if your marketing plan is well coordinated and consistent, then indeed you shouldn’t have to rely on cold calling.

However, there are some situations where cold calling can definitely be beneficial if its handled correctly. The trick is to maximize your chances by warming up your prospective clients before you even touch the telephone, giving them a level of familiarity with you and your business.

Telephone Last.

At the very least, send your prospective clients something in the mail. A letter or postcard would be most likely, but it could be a thank-you card or an article you have written on your company website. This would ideally be something personalized for the recipient, beginning with something like  “Dear (person’s name)” rather than “Dear Business Owner.”

The purpose of this mail-out is to differentiate you from a telemarketer, break the ice with the client and, possibly, give them a chance to prepare for your call. This tactic may seem outdated in today’s age, but it can help you separate from the competition, leading us to our next point.

Be Memorable.

You are not trying to sell your firm in this mail-out. You are just breaking the ice with the client, as you have possibly never communicated with them before. You will reference the mail-out when you call them directly, so you don’t want it going straight in the bin. Keep your mail-out brief, personal and memorable. Branding, colors and layout can certainly help.

However, the best two tactics are (a) a brief, handwritten personal message (or at the very least a personal signature) and (b) a fact that leaves the prospective client wondering more about your services. Think performance statistics, awards, volumes of sales, number of clients, topical items in the news. Something that makes the client think that they might just be missing out on something big that they will want to be a part of…

Be Valuable.

You will have a significantly better hit-rate if you offer the client something of value.

Remember, value means getting something for less than its worth. You aren’t offering value if you are just selling a service and charging a fair price. That isn’t value, its just a fair price, and the client is going to want something better than that.

Everyone likes a bargain or, even better, something free.

So, in your initial mail-out, offer your client something extra BEFORE you even start your sales process. This doesn’t have to cost you a fortune, and ideally, it should be something that links back to your business. Maybe it’s “free” access to research, maybe it’s a “free” copy of a presentation, maybe it’s a “free” invite to a seminar, maybe it’s a “free” copy of an article of relevance to their industry.

You reap what you sow.

Most prospective clients will highly value anything you give them for free. Those that don’t, well, you don’t want them as clients anyway. Remember, brochures and advertisements are not value, they are advertising. You have to give the client something they can utilize themselves.

Be Specific.

In your mail-out, don’t say “I will call you in the next week.”

Instead, say “I will call you at (time) on (day), (date). If this time doesn’t work for you, please contact me at (phone number) to reschedule.” Again, this makes you sound less like an anonymous telemarketer and creates an impression that your time is also valuable.

Then, call at that time. Keep your word. If the client is not there, leave a message stating you will re-call them at another specific time and date. If you are still not getting through on that second call, only then would you leave a message saying that you will call back “in the next week or so.”

I would then send a second mail-out to the client, noting that you have not had luck contact them, and including a second piece of value, such as another article, a copy of an interview, or a presentation. Then, after you know they will have received that second mail-out, call a third time.

If you still aren’t getting a response, it might be time to move on for a while. But don’t write them off entirely. Give them a few months, then start the process again with another value mail-out. This process isn’t costing you much and no one said this would be easy, persistence pays off in the long run.

Be Topical.

If you can, time your mail-out carefully.

Think about the time of year for your prospective client. December is generally bad for everyone, June can be bad for accountants, January can be bad for executives, school holidays can be bad for families. Pick your moment, prepare your materials, and book time in your schedule well in advance.

As the time gets closer, do a last minute search of topical items or news events in your prospective client’s industry and latch onto that in your mail-out. Even if the link is tenuous, remember that all you want to do is get your client remembering your mail-out, your company and what it stands for, and have the ice slightly broken when you call them.

No-one enjoys cold calling and, hopefully, once you are established, your marketing plans will not require its use. But, with a little extra effort you can defrost your cold prospects and enjoy a much warmer reception. The process of sending mail-outs isn’t always quick, but patience and persistence will pay off.

The post Why Cold Calling Still Works — If You Do This First appeared first on ConectUS Wireless.