Blog
Happy 4th of July
“And I'm proud to be an American, where at least I know I'm free. And I won't forget the men who died, who gave that right to me.” Lee Greenwood
The Rule of Eight Drill/Role Play
Setup: Sit or stand with your partner a comfortable distance apart with any materials or tools you normally use in your sales process. One will start as the coach (acting as a prospect) and the other will be the salesperson, once the exercise is complete, switch roles...
Happy Memorial Day
Hello Everyone, From a Marine (Once a Marine always a Marine) to my fellow Americans: Having served my country for 8 years, I have a perspective that is unique it seems in this modern time. I would like our politicians to set aside their differences and remember what...
What Causes a Low Closing Rate?
This is summed up in one word: "Scarcity". Scarcity is defined as: The state of being scarce or in short supply; shortage. A lacking, undersupply, insufficiency, scarceness. If there is one thing that can demoralize a sales force faster than anything else, it is a...
Spotlight on Success!
Denice Duff
The Power of Demonstration
Don't Leave Home Without One If there's one thing guaranteed to amp up a sales presentation, it's a good demo. In a typical selling situation, you and the prospect do a lot of listening. That's fine as far as it goes, but we have five senses; hearing is only one of...
The Rule of Eight Drill/Role play
Setup: Sit or stand with your partner a comfortable distance apart with any materials or tools you normally use in your sales process. One will start as the coach (acting as a prospect) and the other the salesperson, once the exercise is complete, switch it around and...
Understanding your Competition Exercise
The Power of Probing Questions
1. Make a list of the different types of prospects you will talk to. Note: Business owners, managers, marketing directors, assistants, representatives, public etc. 2. Adopt the viewpoint of your prospects. a) Look through your list again and find your most common...