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 […]
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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 […]
Closing the Deal
I get asked for training on “How to close the deal” constantly. People think they’re asking for the “magic words” that get prospects to agree to become customers, but the fact is there are no magic words…closing is the natural […]