Making the transition from getting everything ready to go and actually taking the next step can be a lot harder than it sounds.  Laying the groundwork feels so darn productive… because it is!  Leaving the getting ready mode has a sense of uncertainty and often leaves many caught in a frustrating circle.  

Making the transition from getting everything ready to go and actually taking the next step can be a lot harder than it sounds.  Laying the groundwork feels so darn productive… because it is!  Leaving the getting ready mode has a sense of uncertainty and often leaves many caught in a frustrating circle.

Getting Ready To Get Ready…

Mind reading is costing you sales, income, opportunity and it’s limiting your options.

Mind reading is costing you sales, income, opportunity and it’s limiting your options.

Stop Making Decisions for People You Don’t Know

Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.

Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.

Want to close more sales? – Start asking stupid questions.

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".

Are you finished before you start?

The process was slowing down early on in the selling process… specifically in the initial communication phase.   Meetings, phone calls were ending without a specific next step to move forward.  

The process was slowing down early on in the selling process… specifically in the initial communication phase. Meetings, phone calls were ending without a specific next step to move forward.

Who is Closest to Money

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."

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."

Is Your Voice Mail Greeting Setting You Up to Fail 

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.

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.

3 Ways to Beef Up Sales...Immediately

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: 

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:

10 Email Ideas for Salespeople

[ video ] The Big Lie 

As professionals it’s our job to connect the right people with the right information in the right way – a way that makes it easy to say yes if there’s a fit.   This means that when we’re prospecting for new opportunities, what were really looking for are the people that are open to having a conversation.

As professionals it’s our job to connect the right people with the right information in the right way – a way that makes it easy to say yes if there’s a fit. This means that when we’re prospecting for new opportunities, what were really looking for are the people that are open to having a conversation.

The Big Lie We All Bought into...

Get Something Different by Doing Something Different.  Learn specific, real world, time tested, proven sales strategies and techniques that make it easy for prospects to open up and get out of their own way - telling you all the reasons they should buy.

For anyone that wants to sell would highly recommend this podcast

Great Tips!

Love this podcast! Lots of great content and lessons to learn! Really gets your brain thinking!

Great content!

Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting

This company, their sales strategy was to follow up with individuals who had indicated some level of interest by completing a form on a website and requesting additional information.  Sharing their name, phone number and e-mail address.On the surface these should be very hot leads, a no brainier with a high success rate…but this wasn’t happening.

This company, their sales strategy was to follow up with individuals who had indicated some level of interest by completing a form on a website and requesting additional information.  Sharing their name, phone number and e-mail address. On the surface these should be very hot leads, a no brainier with a high success rate…but this wasn’t happening.

4 Words that Kill Your Prospecting Calls

Here is a real bold statement; Send this email and you will close more sales.  Now let’s see if I can live up to it…. You be the judge and jury on this one…  Ready?

Here is a real bold statement; Send this email and you will close more sales.  Now let’s see if I can live up to it…. You be the judge and jury on this one…  Ready?

Send This Email & You Will Close More Sales

Should we be closing implies there are things that we need to understand before we share what we have in specific detail.

Should we be closing implies there are things that we need to understand before we share what we have in specific detail.

Always B Closing or Should We B Closing – Part 1 of 4  Money

Let your competition roll the dice and hope they get a return call…then 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.

Let your competition roll the dice and hope they get a return call…then 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.

Voice Mail – The Secret Formula to Move the Process Forward and Build Credibility

Think about when you’re on the phone.  Better yet, think about the last 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?

Think about when you’re on the phone.  Better yet, think about the last 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?

1 Question that Grabs their Attention…and Keeps You on the Same Page

Our job is to help prospects identify the gap between where they are and 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.

Our job is to help prospects identify the gap between where they are and 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.

Creating an Opportunity…by Asking Better Questions

The hungry, they don’t get fed… Just because we need a sale doesn't mean we 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.

The hungry, they don’t get fed… Just because we need a sale doesn't mean we 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.

The Hungry don’t get fed

How much pressure do we as salespeople put on ourselves unnecessarily?  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.

How much pressure do we as salespeople put on ourselves unnecessarily?  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.

Take the Pressure Off…..Yourself

How many sales have been lost because the person we are talking to didn’t get what we were saying and suddenly felt unsure about their ability to make an informed decision.

How many sales have been lost because the person we are talking to didn’t get what we were saying and suddenly felt unsure about their ability to make an informed decision.

Your Prospect has a Secret Reason for Not Buying… Here it is.

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?”… 

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?”…

Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.

“I’m tired of wasting time with people who waste my time...”  This is how the conversation started with a new perspective client.

“I’m tired of wasting time with people who waste my time...”  This is how the conversation started with a new perspective client.

Amateurs Follow Up – Professionals Follow Through

There an interesting dynamic many salespeople drop into when dealing someone who has come to them on the recommendation of someone else. They abandon their sales process.

There an interesting dynamic many salespeople drop into when dealing someone who has come to them on the recommendation of someone else. They abandon their sales process.

Why We Don't Close More Referral Business

Let’s get clear on what happened and make some specific decisions that will affect our results next time.

Let’s get clear on what happened and make some specific decisions that will affect our results next time.

10 Years’ Experience or 1 Year Repeated 10 times?

“Success demands singleness of purpose.”    -  Vince LombardiThere really is a difference in what the top 20% do.  Here’s one of them….

“Success demands singleness of purpose.”    -  Vince Lombardi There really is a difference in what the top 20% do.  Here’s one of them….

1 Thing the top 20% of Salespeople do… Prospecting with a Purpose

At the beginning of the year or whenever I start working with a new coaching client there is an exercise that has proven over time to be very profitable to walk through.  - I call it Where and When.

At the beginning of the year or whenever I start working with a new coaching client there is an exercise that has proven over time to be very profitable to walk through.  - I call it Where and When.

3 Ideas to Make it Happen on Purpose

We want to get a clear understanding of who we’re talking to and how to speak the same language…. Making sure our communication gets us the response we want.

We want to get a clear understanding of who we’re talking to and how to speak the same language…. Making sure our communication gets us the response we want.

Speaking their Language part 1 of 5

What separates good sales people from those who struggle is their ability to learn how to get out of their own way.

What separates good sales people from those who struggle is their ability to learn how to get out of their own way.

Getting Out of Your Own Way

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