3 Ninja Techniques to Open the Floodgates to More Customers
There are strategies to getting more customers that require a complete change of process, and then there are ninja techniques that are very easy to implement and require little effort. Both are important, but we all love the ninja techniques because a very small amount of effort can lead to huge increases in the numbers…
3 Quick Tips to Get Your Clients Buying All the Time
So often, sales people tell me how they need to invest all of their time into finding brand new clients. I always ask, “What about the ones that you have worked with in the past?” Selling is not just about hunting for new clients. It must also include keeping your existing clients around and getting…
When You Follow Convention in Sales You Are Dead
Have you ever watched the high jump in the Olympics? It’s amazing to see how high they can go, while jumping backwards over the bar. It wasn’t always that way. In fact, until the ‘60s, athletes always jumped over the bar facing forward. That was just how it was done. Nobody had challenged it until…
How to Close the Sale Without Being Salesy
So many sales people tell me about how uncomfortable they feel when it is time to close the sale and they don’t want to sound salesy. Old school sales training would suggest you use some kind of Kung Fu closing technique like, “So, should we plan to start this week or next week?” But this…
Easily Qualify Every Prospect in Sales
So many sales people are running around wasting their time following up on prospects that are never going to do business with them. The tragedy of it all is that they could have easily known that information in the first 30 minutes of their first interaction with the unqualified prospect. Knowing whether a prospect is…
Why You Need to Plan a Client Event
Existing clients are often the number one overlooked source of additional revenue to a company. Just think how many thousands or even millions of dollars your organization invests each year to attract new clients. Often, once a company has them, they are sent over to customer service and moved out of the sales pipeline. In…
3 Questions Sales People Should Ask Every Prospect
It seems commonplace in sales training that we need to ask our prospect questions. But, I get a rare glimpse into the fact that most sales people have no clue which questions to ask. Should we ask them questions about challenges? Their working solutions? Process? In the Game Plan Selling system, I lay out a…
Stop Asking Probing Questions of Your Prospects—Start Understanding
Just the other day, I was at a program where a sales trainer told the audience to ask prospects probing questions. Do you like to be probed? I sure don’t, and it’s even more annoying when a sales person probes aimlessly. I can’t tell you how many old-school sales trainers have told me to just…
3 Simple Tips to Selling to the CEO
Most sales people logically understand that they would make larger sales and far more money if they sold to people in the C-suite, but they rarely sell at that level. Those sales people that do sell at the highest level often outperform everyone else combined. Remember, the CEO has the decision-making authority and can always…
How My Brother Turned One Weak Referral into Six Outstanding Introductions
When your brother is a sales conference speaker, you get pretty sick of hearing about sales techniques. My poor brother has to hear my sales training tips all day long, and he loves to complain about it. But, what he rarely complains about is how they make him a lot of money. Just the other…
