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Selling More by Talking Less
7 minutes | Aug 14, 2014
Stop Making Decisions for People You Dont Know
This is stealing your opportunities and costing you money
6 minutes | Apr 28, 2014
Want to close more sales? – Start asking stupid questions.
Your competition, they hear a request for information and pricing and they get to work giving great answers hoping they are their right ones and this person will buy. Going the other way, asking what on the surface may seem to be a stupid question, gives us more information and the ability to ask more specific, better questions.
7 minutes | Apr 15, 2014
Are you finished before you start?
This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut"
7 minutes | Apr 9, 2014
Who is Closest to Money
The process was slowing down early on in the selling process… specifically in the initial communication phase. Meetings, phone calls were ending without a specific next step to move forward.
8 minutes | Mar 24, 2014
3 Ways to Beef Up Sales...Immediately
Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle. Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.
10 minutes | Mar 17, 2014
10 EMAIL IDEAS FOR PEOPLE IN SALES
Nowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need. Here’s a quick 10 point list:
7 minutes | Mar 3, 2014
The Big Lie we all bought into when we got into sales
- it’s not our job to make people interested in what we’re selling. Trying to make someone interested is like trying to force someone to have fun. It just doesn’t work. You can see this big lie in action just by watching other sales people.
9 minutes | Feb 12, 2014
A Big blinding flash of something so Obvious it’s easy to miss and it’s Stealing Your Deals
Today were going to talk about what I call one of those blinding flashes of the obvious…. Something so simple it gets overlooked time and time again so it creates longer sales cycles, leaves us wondering what we’re doing wrong and literally steals money out of our pocket every time we do it.
12 minutes | Feb 3, 2014
Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.
What I’m getting ready to share with you is a simple tool you can use to take the follow up calls you’re already making and transform them into laser focused discussions that get your prospects to start telling you why they need what you have and literally asking “What’s the next step?”…
6 minutes | Jan 22, 2014
Getting Out of Your Own Way
Here’s what happens when we decide to delay doing something there is an immediate feeling of relief and hope.
7 minutes | Jan 16, 2014
Let's Talk About Money...
How comfortable are you talking about Money?
9 minutes | Dec 21, 2013
Selling to a Dominant Communicator, part 2 of 5 - Speaking their language
D stands for Dominant; this is one of the smallest but most important styles to be able to connect with.
9 minutes | Dec 2, 2013
Are You Selling Up-Hill?
Selling becomes easier when we are dealing with problems that want to be solved.
8 minutes | Oct 29, 2013
The Hungry don’t get fed
often people think about sales training and coaching as a way to hear yes more often and avoid rejection. What they find is many of the strategies and techniques are designed to get to NO as quickly as possible. Here’s why, when we can identify who is not going to buy we can invest time with those who will.
7 minutes | Oct 22, 2013
4 Words that Kill Your Prospecting Calls
There are 4 words that only salespeople use when starting a sales call…
8 minutes | Oct 10, 2013
Commitment – Always B Closing or Should We B Closing, part 3 of 4
Commitment; this one seems so obvious it usually gets overlooked…
7 minutes | Sep 24, 2013
Your Biggest Competition – Do Nothing
Doing nothing is always an option, our job is to find out if it is a probubality
9 minutes | Aug 25, 2013
Creating an Opportunity…by Asking Better Questions
Our job is to help prospects identify the gap between where they are and where they want to be. We can do this is by asking questions that challenge the assumptions they have, creating an opening for them to want something different.
9 minutes | Aug 22, 2013
Take the Pressure Off…..Yourself
It’s been said when two people want to do business together the details can be worked out – but – when one of those are not all that sure, the details will always stand in the way.
9 minutes | Aug 20, 2013
Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility
Let your competition roll the dice and hope they get a return call…then have to decide if they should just keep pretending their being ignored. You stay in the driver seat by telling them the next time you’ll be calling, setting a soft appointment and building credibility along the way.
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