Resistance and Rejection
The simplest techniques can be so effective. I heard a call where a prospect voiced an objection, but seemed a bit shaky in his conviction regarding what he said. The sales rep responded, “What was that again?” The prospect then hemmed and hawwed a...
Time Management
You can make more money, but you can’t make more time. It’s our most valuable asset as sales pros. Yet, everyone seems crazy busy, and my feeling is that we actually get less done than we used to. Today I have a brief video with tips for you on how you can...
Sales Tips
If you make assumptions about a prospect before you speak with them–unless they are positive–it can cost you big time. Likewise, if you assume you know what someone is thinking, without finding out for sure, that can cause you to fail. In this brief video...
Sales Tips
Yes, you should use scripts in sales. It’s insane not to. Here is what you should do, and avoid, so you don’t sound like you are working from one.
Random Rants
I had thought that today we were beyond much of the sleazy, deceptive tactics often associated with sales. But, sadly, I am wrong, as evidenced by an online article, “No Successful Salesperson Is Too Proud to Use Any of These 12 Shameless Tactics,”by Gene Marks, a...
