Managing Prospects Who Hang Up On You
Getting hung up on is one of the most frustrating things sales people face. I’ll admit, it doesn’t hurt my feelings… unfortunately, it makes me angry! Over the years, I’ve learned to channel that frustration. Here are five techniques to use on prospects who hang up on you…
Sales Taxi
What do taxi drivers normally ask when you jump in?
Most of them ask, “Where are you headed?”
A couple of years ago, I had this “Sales Taxi” idea pop into my head. It carries a double-meaning…
3 Step Formula for Success
Some people think goals are the most important step toward achieving success. Although goals are important, I don’t think they are the “most important” factor. Why? …because many people have goals, but they don’t do anything with them.
If you are one of those people who is tired of hearing about goals, you are not alone. The most successful people set goals and then quickly turn their focus toward something more important…
5 Tips for Mastering 1st Time Appointments
Hunting for new prospects isn’t easy. When we find an opportunity, we have to make it count! Check out these 5 tips for mastering first time appointments…
1. Lean on Me – The best way to improve your appointments is to eliminate the fear of not knowing where to take the conversation next. I like having at least three to five “lean on me” points to take into every meeting. These points should…
Circle of Influence
I recently landed on a blog post titled, “You Become Like the People You Hang Around.” At first your mind thinks, “Yeah, Yeah, I’ve heard all that before,” and that’s where the problem begins.
We have developed a mindset of, “That’s nothing new.” We turn away and act as if we’ve already got it all figured out, as though it doesn’t apply to us, as though we are immune to the laws of success.
I think many people are living on one of two sides of the spectrum.
Natural Tendencies
Have you ever wondered why some folks are so leery of sales people?
At first glance, these descriptions carry a negative connotation, but when harnessed and used to generate positive outcomes… when driven by a commitment to do the right thing, these “natural tendencies” are the very core of what makes sales people great!
Listening and Matching Leads to Closing
I was on the phone the other day with a guy who was trying to get me to buy a leads list. Hey “guy,” if you are reading this, don’t bother calling me again. I’m not going to buy from you. Let me tell you why…
Ok, now that I’ve got the beat down out of the way, I’m going to share some quick and easy tips to use on your next call to win the deal. If you do it right, you could pull off the one call close that you tried to get with me….
The 5 Qualities that Make Sales People Great!
Ever wonder what makes sales people great? There is a great book that I don’t think very many people know about. It’s called How to Hire & Develop Your Next Top Performer.
A lot of books take three or four chapters to really start giving you “the good stuff,” but not this book, it gets going right from the start. One of my favorite sections is up front in Part 2 – What It Takes to Succeed In Sales (Chapters 3 through 9). There are Five Qualities that Make Sales People Great…
Some Breathing Room Please!
Reader Q & A:
Why do sales people have such an intense desire to do things their own way?
Where do leaders draw the line? How do they distinguish between the times when they should give their people some space and when it’s time to reign them in?
Sales Self-Sabotage: Fools Rush In
Let’s say I’m your ideal prospect. You call me up, catch me on the phone, deliver a message that piques my curiosity and I agree to meet.
Sounds like the perfect scenario, right? If you’re like most sellers, you’re probably pretty excited about our upcoming meeting. After all, I’m one hot prospect who’s interested in what you’ve got. So what happens when we finally get together?
