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...
What to Say Instead of “Just Checking In”
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You Can Still Get the Sales Kickoff 20+19 Training
Once again we held our Sales Kickoff event to start the year. The great news is, you can still participate. You can get this year's training event...
Size DOES Matter as it Relates to This
Yes, size DOES matter very much. As it relates to your thinking. In sales, and all areas of your life, for that matter. In this episode of The Art...
Most People Are Awful at This
The most important skill in being wildly successful in sales--and in most human interactions-- is not talking, but listening. Everyone knows how to...
One of the Best Objection Responses I’ve Ever Heard
https://vimeo.com/305744032 I recently heard one of the greatest questions of all time to use in response to an objection. And it wasn’t on a sales...
Close More Sales WITHOUT Goofy Closing Techniques
The words "close," "closer," and "closing" are synonymous with sales. However, many people have it all wrong when it comes to closing, and that...
How to Handle the Quick Brush Off
At a prospecting training seminar for a client I was asked what to do with a prospect who blows you off the phone even before you can get your...
How to Get Past Gatekeepers and Screeners: Don’t
Lots of conventional sales material says to "get past" the gatekeeper, or is about "going through" the screener. And that is bad information, which...
How to Never Be Rejected Again on a Sales Call
The fear of rejection is what stops many salespeople from being successful, and has prevented many others from even getting into sales. It should...