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 …
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 …
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 …
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 …
Often referred to as the pitch, the presentation part of the sales process is the piecing question; the part where we wrap up the decision that we’re looking for the other person to make in as neat a package as …
Think about your first job interview, which may have rewarded you with just above the minimum wage. Winning the job was important to you, and you did everything possible to guarantee your success. You probably researched the company, planned some …
If you sell a quantity of anything or have packages and bundles in your offering, then you may not be aware that there is a simple set of words that you could be using that helps your buyer to choose …
I am often asked for the exact words I would use when looking to secure a window of someone’s time to discuss the possibility of working together. Let’s assume that the circumstances are the fact that they have a challenge …
Spending time with Alyssa was a joy as we discussed my work in the context of her audience of real estate professionals. We discuss the misconceptions of sales and why I’ve made a career from helping people to change their …
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