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Control Tips and Tools
Communication Tips and Tools
Certainty Tips and Tools
The initial stages of any presentation are vital to your overall success in sales. Great salespeople know this and take the time in the early stages to set the ground-work to establish if this particular prospect is interested enough and qualified enough to move...
What Does it Mean to “Qualify” your Sales Prospect?
Money or Budget The first thing, and many times the only thing salespeople worry about, is whether or not the customer has the money or the budget. While this is an extremely important part of the qualifying process, we would first ask you, the salesperson, a few...
Being in Control of the Sales Process
Are you steering your prospect in the right direction, or is the prospect steering you? The last house my family sold was in 2009. It was an investment property we had purchased several years earlier, remodeled, and placed back on the market. My wife and I were, as...
How Rewards Motivate Salespeople
Watch the How-to-Video “Rewarding Production”. Implement a system that rewards production and results. The recognition factor is incredibly motivating for salespeople, beyond the monetary rewards that comes with only paying commissions. Implement a reward system where...
What Do You Do? Monday Mornings
Watch the How-to-Video “What Do You Do? Monday Mornings”. Implement a system every Monday morning to prepare for the week and follow what the top sales producers are doing to be successful. Establish the purpose of why you’re selling your product or service in the...
Get Continuous Referrals
Watch the How-to-Video “The Success Letter”. What is vital to your success in getting new leads and referrals, is the subject of the reference letter. It is the agreement that the sold prospect is willing to talk about you. When getting success or reference letters,...
Use Positive Control
Watch the How-to-Video “What is Positive Control?” Use a high level of Control in your step-by-step sales process. Understand that positive control is YOUR ability to steer your prospect in the right direction, at the same time allowing them to attain a high level of...