I recently concluded a series of sales seminars I gave with a wonderful group of people. The last session was dedicated to what I feel is one of the most important things when it comes to sales success: Getting Referrals. There is no better way to fill up your pipe line than to get referrals. […]
Revisiting the world of Referrals: Question – Are you asking for them? Read More »
How many times have you had a scenario where you had a prospect who was very interested in working with you and then fell completely off the map? Maybe you met a few times, they were close to moving forward and then the next time you reached out you heard nothing. Days go by, then
What to Do when a prospect goes from promising to radio silent? Read More »
Isn’t it wonderful when you can go on a sales call and get along well with the prospect. Perhaps the bonding and rapport you have with them is off the charts. Maybe there are a ton of levels of commonality that you both have. The bottom line is: you are getting along fabulously with them
Testimonials are written or recorded statements that highlight your likability, your credibility, your capabilities, and your level of expertise. They strengthen the trust people have in working with you and express that to others. They are great to use in your collateral material (media kit, brochure, etc.) and/or on your website and social media platforms.
The Power of Testimonials Read More »
Are you a good story teller? Can you make a valuable point and back it up with a really good story? The fact is people can often relate to us through the stories we share. They are a great way for someone to remember what we say. Think of the many great talks you have
The Value of Good Story Telling Read More »
How would you like to really improve as a sales person, almost overnight! Then make sure you become a Jedi Master when it comes to preparation. Prepare for everything you do in your sales career whether making a phone call, dropping by randomly on a cold call, or showing up to a scheduled meeting. Have everything
Always Be Prepared In Sales Read More »
So here is a keeper. People always remember the “little things you do!” It’s true. You could send a client a finder’s fee for $150. for a referral they gave that panned out for you, but that is not nearly as memorable as doing a nice, small gesture for them. It could be something like
It’s The Little Things That Matter Read More »
Successful sales people understand the importance of roleplaying and know it is one of the most effective sale training tools to use so as to sharpen their sales skills and be prepared for every moment in the sales cycle. Simply find someone to role play with. This can be a fellow sales person, your sales
Role Playing Is Crucial is crucial to Preparing for Success in Sales Read More »
SETTING GOALS is very important and top sales people understand this. In all actuality you should have both professional and personal goals. Please remember It is crucial that you put your goals in writing. Then make sure to prioritize them. It would be wise to have daily, weekly, monthly, annual and life time goals. Focus,
Setting Goals Revisited Read More »
This may be strange, but I love objections. When a prospect, possible buyer or client asks questions it really means they are paying attention, want to learn something and/or get more information. Some of those questions or statements may be in the form of objections. They are waiting to see what your response will be
Handling Objections Part 2 Read More »
