Tag: Preparation

Fear of Rejection is Bogus

I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they "fear rejection." Give me a break. "Fear of rejection" is totally bogus.

The 3 Sales Questions I Should Have Asked

A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention.

Why don’t more things go my way? Sales Fate.

Oh boy! Oh boy! You got the APPOINTMENT! Slow down there, commitment breath. You’re only at the steps of the church — not the altar.

Have You Tried the 5‑P Program to Prepare for Pitches?

Information is powerful. And, it can be more powerful than flashy presentations, high-priced lunches, or a list of big-name clients.

Ace the First 30 Seconds of Your Prospect Meeting With These Tips

You never have a second chance to make a first impression. Truer words were never spoken – especially in the world of sales. If you want a prospect to trust you, says Mike Renahan, you’ve got 30 seconds to do all the right things.

Are You Doing Enough Pre-Call Research?

When planning your pre-call research, consider who you'll be talking with. Narrow your lead base to the people who will likely buy your product or service. Then, organize your call lists by industry as these prospects will likely be facing similar problems so you'll get more mileage out of your preliminary research.

Why Your Prospects Don't Trust You

Evaluate your sales plan: Does it ask too much of a prospect too soon? Does it reflect his needs or your own?

5 Sales Tips When You Only Have 5 Minutes

If you are on the phone, on a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.

People don’t fail. Oh, wait. Yes they do.

Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person.

Playing Sales Jazz

If you were a professional jazz musician you would work on your craft. However, as a jazz musician, when you get into the performance, you must be able to improvise.

Try These Unconventional Techniques to Build Trust

Distrust of sales reps is high, and according to HubSpot research, only 3% of people trust a salesperson.

How to Ace the Sale to the C‑Suite

Buyers in the c‑suite didn’t get to their positions by making ill-informed decisions. If you want to impress the guy who sits behind the giant custom-made desk, you’ll need to bring more than your winning smile to the meeting.

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