Blog
Do your Homework
Watch the How-to-Video “Doing your Homework”. Make sure that you do your homework well before you make initial contact with a new prospect and that you do this with every prospect from now on. If it was a referral, perform your research by contacting the person that...
Be Confident in your Product or Service
Watch the How-to-Video “Confidence in your Product or Service”. Establish confidence that your product or service is the best, essentially this will allow you to do a great job in the future handling objections. Perform a quick survey on the confidence your clients...
Continue to Improve
Watch the How-to-Video “Continuous Improvement”. Understand that it’s important that you come across to your client as competent in what you do and the more competent you are the more your sales will increase. Study and do your research on the industry you’re in and...
Establishing Agreement
Watch the How-to-Video “Establishing Agreement”. Before you contact any prospect, be aware that you need to begin the conversation by raising the level of Agreement between the two of you at the very beginning of the sales process. This agreement is their "reality" -...
Know What the Client is Thinking
Learn to Welcome (Embrace) Objections
Are you Making the Case for your Product or Service?
On a recent Saturday morning I spent an hour of my time at my local Best Buy electronics superstore. I was there to continue my quest to find the perfect laptop. I was hoping to find one that fit the size, memory, speed and price point requirements that buyers like me...
The Single Defining Trait of the Exceptional Salesperson
What single defining trait separates the consistently exceptional salesperson from the rest of the pack? The highest producing salespeople have a myriad of talents that the less inclined lack. A greater level of enthusiasm and motivation, better organization and...
Give Your Prospect More Options and Close More Deals
Ever notice how our lives are immersed in the influences of three? In life: Past, present, future - carbs, protein, fat. In Religion: The Father, The Son and The Holy Ghost. In Fairy tales: The three bears, three wishes and the three little pigs. In advertising: The...