One myth that has been around for a long time, is that the first prospecting call should be to just set the appointment. Nothing more. And, that...
The Prospecting Objective is Not to JUST Set the Appointment
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A Corporate Buyer Reveals What It Would Take to Sell to Him
A fundamental mistake that many salespeople make is that they sell they way they want to sell. All that matters is how a customer wants to buy. In...
What to Do Right Now to Instantly Get Bigger Results
Want to know the secret of those who get the biggest sales, and typically bring in the most overall revenue? It is so simple you can do it right...
Here’s Exactly How to Create Your Compelling Value Proposition
Probably the single most important factor that determines your success or failure on your calls is your Possible Value Proposition. Some call it...
React to No’s Like Kids Do So You Never are Rejected
Every kid is a born salesperson. And, we can learn a lot by remembering how we reacted to no's when we were kids. Or by observing kids today. In...
GUEST: Real Estate Sales Success Secrets (that everyone can use) with Van Deeb
Today's guest is one of the most successful real estate professionals in the country, and he shares success principles that everyone can use. Van...
Asking About Their Budget Actually Loses Sales
Many salespeople make the mistake of asking about a potential buyer's budget. Which typically gets a response similar to, "We've already spent it."...
Don’t Use These Cheesey Screener Tactics
Unfortunately, many people still think they need to "Get past the screener" in order to speak with a decision maker. Worse, there are trainers who...
How Art Sold the Jury and Found the Guy Guilty
Sales situations are around us every day, and we can learn lessons from them when we look for them. Here's Art's story of how he was on a jury, and...