What’s holding you back from the success of your dreams?
Do you ever catch yourself thinking or saying the following? Read More »
Sales
The Biggest Waste of Your Time
“Voice mail messages. Nobody ever returns my voice mail messages. I’m on the phone all day long. Leaving messages. But nobody calls me back.
“What am I doing wrong?”
Stephanie was telling me her tale of woe. She’s not closing enough sales. Not making quota. And she thinks her problem stems from… Read More »
How To Sell Anything
The fun part of selling for most people is the demonstration or presentation of the product.
This is where you get to engage your prospective client in all the wonderful things it can do for them.
Unfortunately, too many salespeople spend way too much time… Read More »
The Reason Your Business Isn’t Growing
Why do some businesses grow, prosper and continue to thrive, while others hit a sales and profits plateau?
Okay, here’s another question, why do some salespeople grow, prosper, and thrive while others never make it?
These are questions I’ve been pondering for the past 30 years. Read More »
What You And a Doctor (Should) Have In Common
What do you have in common with a doctor?
Well you never went to medical school and you don’t wear scrubs. And not to mention, the sight of blood makes you squeamish.
So nothing, right? Wrong! Read More »
The 1 Thing You Can Do To Make More Sales
Tom, one of my consulting clients, is in financial services. One afternoon he was telling me about the wonderful appointment he had just had with John – who is an elephant – a H-U-G-E prospect.
Tom had just spent the past hour… Read More »
The Best Sales Tool Ever
If you’re in business for yourself or working with a small company, you’re wearing many hats.
That’s just the way it is.
You may be responsible for answering the phones, some selling, checking inventory, and sweeping the floor. Many entrepreneurs work alone and do it all. The question of how well your business does is strictly up to you… Read More »
10 Phone Marketing Mistakes To Avoid
You set a goal for yourself to make a certain amount of sales in a week. But by Friday you’ve had more rejections than you can count and you’re not feeling very successful.
There are 10 things people do on the phone that always lead to automatic no’s…Read More >>
The Reason You’re Not Closing More Sales
Don was working with Phyllis at Ajax Manufacturing and was about to put a proposal together.
He needed some additional information about their situation.
He sat down wrote a list of questions and sent… Read More »
Why Focusing On Closing Is Killing Your Sales
Dear Jeff, I’ve got this problem. I’ve been calling customers to follow up on quotes that I’ve given them and on prospects who have expressed an interest.
They tell me they haven’t had time to look at the proposals or aren’t ready to… Read More »
