Self Motivation
Regardless of whether you are football fan or not, or if you like Tom Brady or not, he set an example Sunday for salespeople, that when emulated, can propel us to new heights. I am not talking about his game performance against the Chiefs. That was awe-inspiring...
Voice Mail
Most sales and prospecting voice mail messages get deleted because they are awful. Some are in the gray area of credibility. Others are flat out deceptive. Yet, skilled salespeople understand the effective way to use. And that’s what we cover in today’s show....
Objections
Many salespeople give away pure profits unnecessarily. It’s when they hear what is actually just a price comment or statement, and then feel compelled to drop price, or get into a price negotiation. In this episode you’ll hear the difference between price...
Objections
Many sales reps “data dump.” That is backing up the truck and dumping out everything they know about their product or service on the prospect or customer. Of course, just as if someone had the load from a real dump truck poured on them, that is not a good...
Opening Statements
One of the most worthless things to say at the beginning of a call to a prospect or customer is “I’m just checking in with you.” (The “Probation Officer” call.) Or, another variation is the “Baseball Opening,” which is “I’m calling to just touch base.” These...
