Closing Every Sale 7 Key Steps To Closing Every Sale

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When a client tells me they’re not bringing in the sales they want, one of the first questions I ask is, “Are you asking for the business?” Their response is either “No, I don’t know what to say,” or “What if I ask and they’re not interested?” Well, if you don’t ask, you’ll never know […]


Closing Every Sale 7 Key Steps To Closing Every Sale

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When a client tells me they’re not bringing in the sales they want, one of the first questions I ask is, “Are you asking for the business?” Their response is either “No, I don’t know what to say,” or “What if I ask and they’re not interested?” Well, if you don’t ask, you’ll never know […]


Storytelling To Persuade Your Affluent Client Le

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“To be a person is to have a story to tell.” ~Isaac Dennison Storytelling is one of the most important tools of persuasion. From a very early age, we’re naturally wired to hear stories. It’s not only a way to communicate but to incorporate into business. If you told nothing but stories–no pitch, no features […]


Storytelling To Persuade Your Affluent Client Le

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“To be a person is to have a story to tell.” ~Isaac Dennison Storytelling is one of the most important tools of persuasion. From a very early age, we’re naturally wired to hear stories. It’s not only a way to communicate but to incorporate into business. If you told nothing but stories–no pitch, no features […]


This Is The Single Most Expensive Mistake That An Online Marketer Could Possibly Make Part 1

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The lines between online and offline marketing are a complete blur. If you have any intention of effectively making money in either arena the key to success has the same formula. Find out precisely what people WANT and give them EXACTLY what they’re voting for with their wallets. Is it really that easy? Well, of […]


Presentation Strategies That Sell Your Prospect Now

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The heart of the sales call is the presentation. Your future customer has a number of questions which must be answered during your presentation: Why? “Why should I listen to this salesperson? What can he show me that will benefit myself and my company?” Give the prospect a quick glimpse of the end results. For […]


Your Prospect S Particulars Persuasion Continuums

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I heard a joke recently that I thought was pretty funny. ‘I have the idea that one person’s dream is another person’s nightmare. For example, it’s my dream to sleep with Cindy Crawford. I’ll bet you anything that would be her nightmare.’ We’re all different: some of us like to do crossword puzzles, others love […]


Grab Propsect S Attention Grab The Prospect S Attention In 60 Seconds

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As a sales professional or business owner, you’re always selling yourself or your product. Whether you’re attending a networking event or trade show, you only have a few seconds to introduce yourself and grab the prospect’s attention. Do you remember how you introduced yourself to a prospect at the last networking event you attended? The […]


Create A Non Selling Posture

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People love to buy, they hate being sold. You’ve heard that before and know it’s true, yet many salespeople still go in with the objective to “sell” the prospect. We often start by asking questions but when we see that first opening (need)…bam, we’re sellin’! Often, unintentionally, the “feature benefit machine gun” comes out and […]


Perfecting The Art Of Closing

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Everyone sells for a living. Whether you’re a sales rep, a parent, a leader, a manager or a coach, on a daily basis we all find ourselves in situations where we must sell others on our way of thinking. The more closing skills you have under your belt, the better equipped you will be to […]


Using Criteria To Find Your Prospect S Hot Button

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“People are generally better persuaded by the reasons which they have themselves discovered than by those which have come into the mind of others.” –Blaise Pascal (1623 – 1662) Criteria is that which needs to be acquired and met from a prospect or client to take further action in the sales process. As you talk […]


Consistency In Prospecting Allows You To Do More With Less

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The numbers make it pretty clear; while sales usually take at least 5 contacts, most sales professionals don’t make it past two. That should be a pretty big reminder to a salesperson that might be struggling. Of course, there are reasons that sales people don’t follow through with prospects to improve their chances at winning […]


Stop Educating Your Prospect

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Companies spend thousands of dollars every year building product knowledge “Universities”. They send their sales people to these product schools to learn the features and benefits of their products. They have them go through the process of becoming “product” experts, with the hope that the expertise they gain will propel them to sales success. Unwittingly, […]


Why Aren T You Making Money Online The Surprising Answer

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Are you promoting something on the Internet, trying hard to sell it, but not making any sales? Is this because you’re not getting enough traffic? Is it because there’s too much competition? Or is it a failure to generate enough interest because somehow you’re not communicating effectively? Whatever you think your problem may be, I […]