When I first started selling, I always dreaded the moment when I’d shake a prospect’s hand…because I would get so nervous that my palms would sweat. Seriously. I’d be wiping my hands constantly to try to dry them off before shaking hands with prospects. Even if...
I’m willing to bet you’ve been in a selling situation before where the prospect said the following dreaded words: “I don’t have time.” Or maybe they said it a bit differently—“Now isn’t a good time” and “Can you try me back later?” are equally common objections early...
The internet is flooded with blogs and videos about how to talk anyone into doing anything. Just do a quick Google search and you’ll see what I mean… And so, I felt like I had to give my take on this topic—because the reality is that most of the ideas out there...
I don’t know about you, but nothing gets me more fired up about sales than a really motivational quote. Maybe it’s because I’ve always been involved in self-help and I’ve always loved it, but I find that sometimes just hearing the right quote...
If you’re making cold calls—or any type of prospecting call, for that matter—chances are you’re dealing with a lot of objections. And that resistance is perfectly fine. In fact, cold calling objections are just a natural part of making dials. Just put...
Salespeople often want me to answer their burning questions about specific selling situations. They ask, “When a prospect says this, what exactly should I do?” or “If I get this pushback at the end of a sale, what do I say?” The reality is, though, that salespeople...
When a prospect hits you with the dreaded objection, “I’ll get back to you…” what do you do next? What exactly do you say to get around this common pushback? How do you keep the conversation moving forward? Let’s face it—it’s never a good feeling when a prospect...
Have you ever totally committed to making tons of sales dials…only to find it leads to nothing? If so, chances are that you ended up feeling disheartened and quitting. You probably thought to yourself, “I’ve just got to find a better way to generate meetings.”...
Ever find yourself in a selling situation where you thought things were going well…but then suddenly the prospect disappeared, or the sale just didn’t go the way you expected? Most of the time, sales situations that unexpectedly go wrong are the result of...
Whenever I had a book report assigned in class as a kid, I remember there was always the temptation to use Cliff Notes—you know, the “cheat-sheet” version of the story that would tell you all the key essential ideas in a fraction of the time it took to read the actual...
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