Sales Call Planning: What to do Before you Pick up That Phone
Why does it feel like the phone weighs 300 pounds right when you need to make the call? Well partly, it's due to fear like we discussed yesterday, but also
Category
Sales
[VIDEO] SPIN Selling Explained: Asking Awesome Sales Questions
The other day I posted about SPIN Selling by Neil Rackham and I had a lot of people ask me questions about it. It was a rather long post at 3000
8 Tips to Get More Referrals for Your Business
Referrals are the lifeblood of business today, but what I find interesting is that most businesses don't have an active process to drive referrals. Often, they wing it and hope
SPIN Selling: A Sales Must-Read on Asking the BEST Questions
Today is a BIG post with high level training. I am putting a call out there to everyone who's trying to sell something. Do you want more customers today? Read
Close More Sales: Connect and Get Excited
Let me share with you the two words I never want to hear in sales.
Discount
Chasing
Every time someone asks me about whether they should "discount" their prices to attract more customers,
Follow up, Follow Through, or Follow Behind – 6.5 Steps to Getting Your Calls Returned
Let's cut to the chase - we are the worst predictors of our own future behaviours.
"Of course I'll be there!"
"You can count on me."
"I will 100% do that."
"I will call
The Sales Formula to Crush Your Numbers. What to do TODAY to Hit Your Target for the Year.
To succeed in sales, you need to plan. In order to plan, you need to understand. Successful salespeople know that achieving aggressive targets does not happen by chance, it happens