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.
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.
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 […]
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 […]
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 […]
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 […]
Most sales people work way too hard to close sales. They are out there trying to persuade prospects to buy large initial sales and take on all of the risk. It doesn’t have to be so difficult. In my motivational sales speaking, I always want to share easy-to-use-sales strategies that will appeal to even the […]
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 […]
In a selling situation, there are three possible outcomes: 1. The prospect is a fit, 2. The prospect is not a fit, or 3. Plan clear next steps An “I’ll think about it and get back to you later” response from a prospect is not allowed. Let me emphasize that these are the only three […]