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Recent Posts:
- Question to Ask “What do you attribute that to”
- Your value is in the questions you ask
- Don’t Pounce
- Change the paradigm of the sales call
- Don’t Ask Leading Questions
- Questions are Situational
- Nothing is Obvious
- Corona Virus – Be Human
- Corona Virus One tactic to use in this environment
- Don’t confuse with interaction/engagement with bonding/connections
- Differentiate by your sale process
- Good relationship is only 1 step in sales process
- Who’s your ideal prospect, who’s your undesirable prospect
- Ask, what do you attribute that to
- Be Natural Be Yourself
- Closing sometimes means getting a No
- Don’t decode ASK
- Can your salespeople execute the sales techniques
- Review you goals weekly
- Don’t let what you think you know …
- When interviewing look below surface
- Value varies over time
- Role Play With Your Salespeople
- Close for the decision the prospect can make
- Updates are not coaching
- Selling to Millennial’s
- Measure more than the bottom line
- Best question to ask at a Networking Meeting
- Track Pipeline Movement
- Kick start next year this month
- Difference between knowing what to do and what salespeople can Execute
- You are what you believe you are
- Holidays are a great time to sell
- What is an “A” player
- Ask How
- Raise your expectations
- Don’t overwhelm the prospect
- If you’re not sure ask
- It’s not about the need
- Be Pessimistic
- Don’t Sell
- Understand the Context
- Avoid Pipeline Bloat
- Avoid Black Hole Syndrome
- Expect to get an Answer
- Be Authentic
- Linger in Pain
- Have a Sales Process
- Collect Data
- You don’t have to quote
- Lead the Conversation
- Make the prospect think
- Ask for the outcome the prospect is looking for
- Don’t Skip Steps
- Work Hard
- How to communicate
- Desire must become an Expectation
- Make sure there is Urgency
- Don’t Give Up
- Reduce your Sales Goals to Activity Goals
- Call Old Clients
- Analyze Risk when you in a Selling Situation
- Effectiveness vs Efficiency
- You Can’t Find Pain by Email
- Analyze your thought process
- Have fun on sales call
- Ask What Changed
- Find Someone who Cares
- Prep your expert
- Wants to do it vs will do it – Follow up
- Wants to do it vs will do it
- Verify time with the prospect
- The Closing Skill is Over rated
- Forget you heard it Before
- Be Helpful Not Salesy
- Pay Attention
- Comfort is not a prerequisite
- Better is not up to us
- Time Shift
- Tell a Story
- Beware of people who are interested
- Be Your Own Boss
- Don’t short change yourself
- Don’t listen to the Noise
- Value is not related to price
- It’s not What It’s Why
- How Jargon can Hurt you
- Confidence Can Kill a Sale
- Do the Math
- Be Pitch Perfect
- Don’t Pre-plan
- Take a Risk
- Be Proud of Your Price
- Fear is Temporary
- Be Consistent
- Don’t solve Symptoms
- Challenge Implicit Assumption
- Be a Pain Seeking Missile
- How do you know
- Don’t Jump to Conclusions