It’s that time of year again, fourth quarter. A time when many companies want to end the year on a strong note. Where I live the colors are changing and so are many potential clients’ minds. I love working with clients in the fourth quarter of the year. It’s a…
As I was giving one of my friends (call her Brenda) a lift to pick up her car from the garage, her ex messaged her on her phone and proceeded to respond. Just then it dawned on me what was happening here: she was sending him buying signals.
Last week we talked about warming up your cold calls. This week, we share how you might nudge people to take the first steps into becoming your client. For most of the services I sell my competition doesn’t offer similar services but I still have to get the potential client…
What is the purpose of a business? Every time I ask this question during a business seminar, the immediate answer that I get back is, “To make a profit.” But this answer is wrong. The purpose of a business is to create and keep a customer. If a business successfully…
Salespeople often have mental blocks when it comes to prospecting. Low self-esteem and feelings of inferiority leading to the fear of rejection make some salespeople tense and uneasy about calling on prospects that they might feel are “better” than they are, socially or economically. These salespeople will not call on…
There are seven secrets, or principles, of sales success. They are practiced by all the highest paid salespeople every day. The regular application of these principles is virtually guaranteed to move you to the top of your field.
Why do we fail to sell potential clients? Why do so many great deals fall apart before the end? What’s the elephant in the room that’s keeping your life from taking off? In a word, it’s trust. I think it’s easy to say, but not so easy to understand. Since…
How much of an impact does mobile have on your business? If you’ve been reading business publications you know that mobile technologies are changing the way you do business today and it looks like it will continue evolving as we continue building out infrastructure to support new technological capabilities. I…
Yesterday, we pointed out that you need Jack Reacher on your team. Let’s continue to explore the reasons why. The second strength your sales professionals need to develop is agility. They must be more agile than in the past. Creating stronger relationships with others means letting go of your own…
So we’re back to work in the New Year. How do you jumpstart your sales in the coming year? I’m going to share a profile of a sales professional that can light up your sales team this year. I warn you this may not be the most traditional sales hire,…