Proposing? Be sure you don’t pop the wrong question

You waste tons of time and money on sales proposals, only to be jilted, turned down, left at the altar. Lost love. Lost revenue.Think...

Before making the proposal, you’d better make the sale

“Sounds good. Send me a proposal.” How many times have you heard that? Too many.So you run back to your office, put together a...

Do you have the character and characteristics for sales success?

Here is list of sales success characteristics.They represent the elements of what will make a salesperson successful.But here’s the secret — before you make...

The not-so-secret formula that makes a great salesperson

What makes salespeople successful? What characteristics make up a sales superstar?Wouldn’t you like to know the answer to these questions?So would every salesperson. So...

The risk of 9 to 5 and the reality of before and after

Ninety-five percent of all salespeople try to fit their sales day into a normal workday. They want their day to be from 9 to...

Best thing in sales (besides a sale) is a referral

Everyone tells you to get referrals. And most people tell you to ask for them.“Don’t forget to ask for a referral.” Horrible strategy. Totally...

When it comes to dealmaking, lack of confidence will cost you

You want the deal badly. You need the business. You suspect that your price is too high to begin with.So what do you do?...

LinkedIn is as great – or as pathetic – as you make it

I have more than 26,000 LinkedIn connections and almost 30,000 followers. How many do you have?I may have more visibility and notoriety, but we...

The big secrets of enthusiastic emotional engagement

What is engagement? Better stated, how can you engage other people to become interested in you and your product or service?Dale Carnegie (“How to...

It’s not what you say that makes the sale. It’s what they ask.

Here is a sales action for you to take: Become question aware.Here is another: Listen with the intent to understand.Every time you are asked...

Your prospect will signal you when ready to buy

“Billy, pay attention!” That was your first listening lesson — probably delivered when you were too young to pay attention.Fast forward 20-some years (or...

The 21.5 early warning signals the prospect is ready to buy

Question: When is the prospect ready to buy?Answer: He or she will tell you if you just pay attention (aka listen).The link between the...

Don’t ‘close the sale’ — all you have to do is ask for it

Seems too simple: Just ask.In most cases to get the sale, at some point you must ask for it. “Yes, Jeffrey,” you say, “but...

What would Ben Franklin think of the ‘Ben Franklin close’?

The Benjamin Franklin close (also known as “the balance sheet close”) is one of the classic old-time sales tactics used to “close a sale.”Never...

The relationship edge: Are you on it, in it, or over it?

Beginning a relationship is easy, whether it’s a social relationship or a business relationship. Exploration is predominantly on the surface. Nothing too revealing. In...

I’d rather have no sales advice than bad sales advice

I can’t help it. I read some bad sales advice today and I gotta say something. I’ll try to keep it positive, but my...

It’s not the company, it’s the people in the company: It’s you

When you walk into someone’s place of business to shop or buy something, what are you expecting?Most people (you and me included) expect someone...

Lost on the road to success? Ask Jim Rohn for directions

Sales sick? Take two Jim Rohn (lessons) and call me in the morning.One of my most respected life influencers was Jim Rohn. Considered America's...

Driving for sales success? Jim Rohn supplies the fuel

The root of your sales success lies in your sales philosophy. How did you develop yours?Mine came from a combination of home environment, books,...

5.5 keys to naming your product’s price with confidence

The price of whatever you sell carries with it a discomfort for most salespeople. They’re hesitant to bring up the price because it’s the...

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