Rank #1: 3 Ways to Beef Up Sales...Immediately
Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.
Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.
Mar 24 2014
Rank #2: Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility
have to decide if they should just keep pretending their being ignored.
You stay in the driver seat by telling them the next time you’ll be
calling, setting a soft appointment and building credibility along the way.
Aug 20 2013
Rank #3: 4 Words that Kill Your Prospecting Calls
had indicated some level of interest by completing a form on a website and
requesting additional information. Sharing their name, phone number and
On the surface these should be very hot leads, a no brainier with a high
success rate…but this wasn’t happening.
Oct 22 2013
Rank #4: 1 Question that Grabs their Attention…and Keeps You on the Same Page
sales call you made…were you simultaneously online clicking though
different web pages? YouTube, Facebook maybe CNN? How about playing games
on your phone?
You may or may not be able to relate….
The fact that it’s possible that you COULD have been doing something while
on the phone it’s ALSO reasonable that your prospects are MAY BE doing
something else while there on the phone. Fair?
Aug 21 2013
Rank #5: Send This Email & You Will Close More Sales
sales. Now let’s see if I can live up to it…. You be the judge and jury on
this one… Ready?
Nov 06 2013
Rank #6: 10 Email Ideas for Salespeople
Nowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need.
Here’s a quick 10 point list:
Mar 18 2014
Rank #7: Is Your Voice Mail Greeting Setting You Up to Fail
Call any office in America today get someone's voice mail and you will likely hear some version of:
"Hi, you've reached the desk of ______; I'm either on the phone or away from my desk. Please leave me your name and number I'll get back to you as soon as possible."
Mar 25 2014
Rank #8: Creating an Opportunity…by Asking Better Questions
where they want to be.
We can do this is by asking questions that challenge the assumptions they
have, creating an opening for them to want something different.
Aug 26 2013
Rank #9: Essence & Form – Always B Closing or Should We B Closing, part 4 of 4
if the prospect doesn't like or agree with the way you deliver what you
They usually just disappear or go away, never sharing this feedback with
you. Leaving us to wonder what happened.
Oct 14 2013
Rank #10: Always B Closing or Should We B Closing – Part 1 of 4 Money
before we share what we have in specific detail.
Oct 01 2013
Rank #11: Take the Pressure Off…..Yourself
After all literally what do we have control over?
It’s been said when two people want to do business together the details
can be worked out – but – when two people do not want to do business
together the details will always stand in the way.
Aug 22 2013
Rank #12: Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.
What I’m getting ready to share with you is a simple tool you can use to take the follow up calls you’re already making and transform them into laser focused discussions that get your prospects to start telling you why they need what you have and literally asking “What’s the next step?”…
Feb 04 2014
Rank #13: Speaking their Language part 1 of 5
speak the same language…. Making sure our communication gets us the
response we want.
Dec 20 2013
Rank #14: Selling the Influencer - part 3 of 5, Speaking their Language
Jan 04 2014
Rank #15: 1 Thing the top 20% of Salespeople do… Prospecting with a Purpose
There really is a difference in what the top 20% do. Here’s one of them….
Sep 02 2013
Rank #16: Getting Out of Your Own Way
to learn how to get out of their own way.
Jan 23 2014
Rank #17: Selling to a Dominant Communicator, part 2 of 5 - Speaking their language
able to connect with.
Dec 22 2013
Rank #18: The Hungry don’t get fed
get a sale. In fact the more we need it, the higher the likelihood we
won’t do the things that need to be done to get it. Ask the hard questions
and clear next steps.
Oct 29 2013
Rank #19: Always B Closing or Should We B Closing - part 2 of 4 TIME
If it turns out that they don’t or won’t have time, when would we like to
be able to address this?
Oct 08 2013
Rank #20: 3 Ideas to Make it Happen on Purpose
coaching client there is an exercise that has proven over time to be very
profitable to walk through. - I call it Where and When.
Jan 12 2014