When you research a prospect ahead of time, your sales pitch becomes so powerful, doors open appointments are welcome. Let’s explore how to accomplish this.
I always find it fascinating to see which tips and which blogs attract the most eyeballs. Sometimes I will write something I think is incredibly interesting and relevant and expect it to be widely viewed and shared, but I am almost always wrong. More likely, something I wrote as a throwaway piece surprises me with […]
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Good morning!You’ve made that initial pitch to a prospect. It went well. You feel good. They didn’t buy, but you promised to stay in touch. So, now what? Follow up, sure, but how often, for how long and OMG what does each call sound like?As you have heard me say in these tips and in […]
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Good morning!Quick story…The very first sales call I ever made was in 1982. I was 21 years old and fresh out of college. I owned one suit, two dress shirts and three ties. Everything except for the shirts was a hand-me-down from my older brother. Starting me in the shallow end of the sales pool, […]
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Good morning!“I live in a small town in New England. The only time we lock the car up is the month of August. Why August? Because if you go out for an errand and you don’t lock up your car, when you get back to it the backseat will be full of squash and tomatoes!”Reader’s […]
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Your cell phone rings. You don’t recognize the number and the call goes to voicemail. Sometime later, you listen to the message… “Hi! My name is Bill. I sell cars. I’d like to sell you a car. I’m calling today to talk about how I can save you money. If you would, please call me […]
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Good morning!The worst question you can ask someone close to you is, “What you want for your birthday?” This also applies to choosing a Christmas gift. Seriously? This is a very bad, horrible, awful question to pose.Why is this a bad question?Because if they are someone truly close to you, shouldn’t you know already? Shouldn’t […]
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Good morning! Do you see the job of a salesperson to manipulate? I heard that word recently in a coaching call and it bothered me greatly. I remember a conversation years ago I had with my mom and I talked to her about the difference between that and motivating, something I see as our true […]
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Good morning! You are on the phone with someone and while you are talking you hear a keyboard clicking away. What does that tell you about the person you are speaking with? Are they paying attention to you? Compare that experience with one where the other person is giving you active feedback, quietly agreeing with […]
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Big fish. They are the difference between the middle of the office sales chart and the top. They are the anchor store at the mall. They are a game changer for your annual income.
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