If you’ve been in sales for a while you’ve experienced a drought. A slump that seems to go on and on, no matter what you do. You try, and try, and try some more, but you can’t seem to get […]
But I’m Only a Minute Late
After so many years of selling and working with salespeople there are many things which are second nature to me…fundamental. In fact…almost everything I share with salespeople when I train or coach them is the fundamentals. Here’s something that’s fundamental […]
Do You Get Enough Referrals???
Do you get a decent number of referrals? If not, ask yourself: “Am I referrable?” Anyone is sales knows that the fastest way to a sale is a well-made introduction from a referral partner. A properly made referral takes you […]
Don’t Thank Prospects for their Time
Do you start sales call by thanking your prospects for their time? STOP DOING THAT!! When you start a meeting with, “Thanks so much for meeting with me today…I know you’re busy so I’ll get right to the point. Let […]