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Are You Meeting Your Clients' Customer Service Needs?
How are you earning loyalty from your clients? Are you still giving them reasons to continue your business relationship by fulfilling their customer service needs?
Mastering Questions: The Most Important Part of Sales
What part of your sales pitch is arguably the most important? The questions your prospects will ask during your presentation and during your Q&A at the end. But questions are the one aspect of your pitch that you don’t have control over.
Storytelling Can Set the Stage For Success
Words are powerful sales tools. They have an even bigger impact when they’re used in a story.
How To Discuss Competitors In A Sales Conversation
Talking about competitors with prospects is tricky. You need to tread carefully so that you don’t seem unprofessional but yet you don’t want to sing their praises either.
Who or What is the Cause of Aggravation? Not You, Of Course!
It’s Saturday night around 6:00 p.m. Early dinner for Jessica, Gabrielle, and me.
Don't let your intellectual muscles get flabby!
Your intellectual image comes from how well you've developed what's inside your skull. This is your intellectual self.
What's Decision Intelligence and Why Aren't You Using It to Sell?
During your pitch, your main goal is probably to try to convince your prospect to buy what you’re selling. While that’s how most salespeople sell, Dr. Roy Whitten and Scott Roy recommend a different approach: decision intelligence.
Scripts AND Spontaneity Are Key To Successful Calls
For many salespeople, sales calls are still an important part of the sales process. Unfortunately, some reps still rely on scripts when making calls, which prospects probably don’t appreciate.
Hot, Warm & Cold Leads: How To Identify & Nurture Each
Not every lead you encounter will be quality. While it’s great to attract a variety of leads, it’s important to realize most won’t be a good fit.
The End isn't the End: It's an Opportunity
Defeat can sometimes be phrased as, “Thank you for your consideration.” However, if you’re careful with your wording, your response to the prospect who claims they’ve chosen another vendor could still be an opportunity for you.
How to Write an Introductory Email that Stands Out
When you only have a sentence or two to convince a prospect that your outreach email is worth reading, those sentences need to count. But how can you create an introductory email that stands out from the dozens of other emails each of your prospects is getting on a daily basis?
How to Beat the Competition When Selling
It happens all the time in sales. You find you need to beat the competition.
