Making the transition from getting everything ready to go and actually taking the next step can be a lot harder than it sounds.  Laying the groundwork feels so darn productive… because it is!  Leaving the getting ready mode has a sense of uncertainty and often leaves many caught in a frustrating circle.  

Selling More by Talking Less - Sales Training, Sales Motivation, Sales Techniques, Prospecting

Getting Ready To Get Ready…

Mind reading is costing you sales, income, opportunity and it’s limiting your options.

Stop Making Decisions for People You Don’t Know

Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.

Want to close more sales? – Start asking stupid questions.

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous "rut".

Are you finished before you start?

The process was slowing down early on in the selling process… specifically in the initial communication phase.   Meetings, phone calls were ending without a specific next step to move forward.  

Who is Closest to Money

Call any office in America today get someone's voice mail and you will likely hear some version of:   "Hi, you've reached the desk of ______; I'm either on the phone or away from my desk.  Please leave me your name and number I'll get back to you as soon as possible."  

Is Your Voice Mail Greeting Setting You Up to Fail

Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did early in the sales cycle.   Trying to shorten the sales cycle, I asked naively, "Why does the customer want to buy? What are they trying to accomplish?" Rick couldn't tell me. I asked if he thought the salespeople knew. He said no. I gave him an assignment: he had to find out "Why," "Why now," and "What's it worth." Otherwise no demo.

3 Ways to Beef Up Sales...Immediately

Nowadays, marketing has been made much easier. With a strong email list and some few ideas, you're set to give your business all the prospects you’ll ever need.   Here’s a quick 10 point list: 

10 Email Ideas for Salespeople

[ video ] The Big Lie

As professionals it’s our job to connect the right people with the right information in the right way – a way that makes it easy to say yes if there’s a fit.   This means that when we’re prospecting for new opportunities, what were really looking for are the people that are open to having a conversation.

The Big Lie We All Bought into...

This is something so simple it gets overlooked time and time again so it creates longer sales cycles, leaves us wondering what we’re doing wrong and literally steals money out of our pocket every time we do it.

A Big blinding flash of something so Obvious it’s easy to miss and it’s Stealing Your Deals

What I’m getting ready to share with you is a simple tool you can use to take the follow up calls you’re already making and transform them into laser focused discussions that get your prospects to start telling you why they need what you have and literally asking “What’s the next step?”… 

Do this 1 thing and turn frustrating, useless - waste of time follow-up calls into conversations that make money.

What separates good sales people from those who struggle is their ability to learn how to get out of their own way.

Getting Out of Your Own Way

How comfortable are you talking about Money?  Asking for it… telling people how much it is or just bringing the subject up all together? I’m asking because it’s not unusual for the subject to make many of us uncomfortable and it shows up in the way we sell.

Let's Talk About Money...

At the beginning of the year or whenever I start working with a new coaching client there is an exercise that has proven over time to be very profitable to walk through.  - I call it Where and When.

3 Ideas to Make it Happen on Purpose

Get Something Different by Doing Something Different. Learn specific, real world, time tested, proven sales strategies and techniques that make it easy for prospects to open up and get out of their own way - telling you all the reasons they should buy.

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Selling More by Talking Less - Sales Training, Sales Motivat...

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