Assume and Ask–Don’t WISH–for the Sale

Closing

I’m having some work done on my house and had a contractor come out to do an estimate. The woman asked great questions, took notes, made some recommendations on things I had not thought about, wrote up the estimate on the spot, and just handed the clipboard to...

Don’t Be Like the Seahawks. Be Sure to Finish

Closing

Baseball season has just started, it will happen almost daily. The Masters was just completed a few weeks ago… it has happened there a number of times (not this year). It happened to the Seattle Seahawks in the Super Bowl. Not finishing. That’s the term common...

Reply to Resistance Like They Do In Cabo

Closing, Resistance and Rejection

I was recently at a business meeting in Cabo San Lucas with my mastermind group. (Yes, we actually did have a meeting…ok, a short one.) It’s one of my favorite places… aside from the fun, I love how almost everyone is a salesperson. I’ve written several times...

Wishing for the Business is Not Enough. You Need to ASK

Closing

A struggling sales rep hadn’t hit quota in, well, ever. The manager couldn’t figure it out. It was apparent to me after listening to just a few calls. See if you can pick out the commonality in all of these examples from calls: “Keep us in mind the next time you...

Act Like a Child to Handle a No

Closing, Resistance and Rejection

In the grocery checkout line the little boy walked over to his mom with package of snack cakes and displayed it to her with an outstretched arm. “You don’t need that,” mom said, barely glancing up from the Cosmo she was leafing through. “I want...

Are You Missing These Buying Signals?

Closing

I saw an article in the real estate section of the paper that dealt with buying signals. The piece explained the signs to watch for from prospects when selling your own home. They apply to our sales as well. The author, Ellen James Martin suggested that the people...