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."...
Asking About Their Budget Actually Loses Sales
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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...
How to Avoid Calling With “I just want to introduce myself.”
A go-nowhere approach that many salespeople use is when they are assigned names, is calling with the lame, "I just want to introduce myself." In...
GUEST: Sales Success Secrets of a Master Headhunter, Scott Love
Recruiting at a high level is the ultimate practice of sales. Prospecting, getting an engagement, contacting applicants and persuading them to look...
If You Send Samples or Demos, Do this to Sell More of Them
If your sales process involves sending out samples and demos--or even proposals-- you might be leaving a lot of money on the table. In this episode...
How to Avoid Forcing People to Lie to You
There are a few worthless phrases and questions that salespeople use at the end of sales conversations that cause prospects to lie. They are things...
Guest: The “Home Service Millionaire,” Tommy Mello
Every business is a sales business. Hear how this young entrepreneur took a garage door business from $50K in debt, to over $30 million in seven...
How to Use Fear to Sell
Fear is a motivator. And you can use fear, professionally and ethically in sales. You'll hear the three areas in which you can create questions,...