The main function of a salesperson is to encourage customers to purchase goods or services that add value to their life. I often refer to salespeople as professional “mind maker-uppers.” If we’re looking to help our prospects reach decisions, then …
Sometimes you have a podcast interview that is just different from the rest. In this one with Angelike and David Norrie, I shared insights and stories that I’ve never shared on a podcast before. This is testament to our great …
Many of us receive referrals for business opportunities from our contacts and customers. For most of us, this is our preferred method of winning new customers and ideally would be the only way to do business. The reason we favor …
In 20 minutes with Chandler, we talked a lot about how I started in business and those early lessons that set me off on the road to a whole lot more lessons as my career progressed. Then, of course, we …
Business may be simple, but you can’t say it’s easy. You typically achieve the difference between average and great in the last 10% of the sales process, which is quite often the time when people give up. The ability to …
When I first started in sales, someone taught me a simple lesson that continues to resonate every day I go to work: the ABCs of sales. Always Be Closing Although having developed professionally after learning this lesson, I now understand …
What I loved about this interview was that it tackled a really important subject that many people find difficult. Not every conversation you have is easy, comfortable or one that you really wish to have. But sometimes the more uncomfortable …
On my travels, people often ask me how to find more quality prospects so they can spend their time solely with people looking to invest, rather than with time-wasters. People try targeted advertising campaigns and high-volume direct mail to create …
Spending 40 minutes with my good friend Jay Baer and his co-host Adam Brown was fun and packed with my favorite thing – conversation. The Social Pros podcast is not about sales, but what I do know is that everything …
When businesses are working to grow, this usually means they need new customers. New customers are a vital part of the growth process and possibly the most important factor in your expansion. Your existing customers will all have more value …
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