Four Reasons Your Sales Are Not Closing
People are constantly asking me about specific sales scenarios in which the sale did not close: “What could I have done differently in order to close that sale?” It’s usually not just one issue. Typically salespeople are not closing sales due to a number of mistakes. Here are The Four Most Common Reasons You’re Not…
How to Answer any Question Without Stepping onto a Landmine
Whenever you are asked a question by a prospect, there is a chance to lose the sale based on your answer. Learn exactly how to respond to any question without stepping into a landmine that could blow up your opportunity.
You Don’t Have to Be Charismatic to Be a Sales Superstar
Do you sometimes wish that you had a little more natural charisma in selling situations? Wish no more because it simply doesn’t matter. In this groundbreaking article, learn the three steps to overcoming charisma in sales. You too can be a true sales superstar without being socially dynamic.
Extroverts are Overrated in Sales
Are your more extroverted or introverted? Most people think that extroverts make the best salespeople; however, recent research suggests that introverts are, in fact, more likely to have the traits of a successful salesperson. Learn why this is and how to sell more effectively regardless of your comfort in social situations.
3 Tips to Closing More Sales with Less Chatter
Do you talk more than 20% of the time during your selling interactions? If so, then you are talking far too much. Learn 3 easy-to-implement tips to limit the amount of time you are talking and to close many more deals. Understand how to engage prospects through effective questioning techniques.
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…
Close More Sales by Getting to the Decision-Maker
Have you ever done a great job with a prospect who was hurting, really wanted your services, had the money, but turned out not to be the decision maker? If you’ve been in sales for any length of time, then you’ve had this frustrating experience. One of my clients who sells real estate would always…
