The customer has asked you a question, and you pause to collect your thoughts before speaking. To emphasize you’re thinking, go ahead and touch the side of your face. It might seem abnormal, but for most people this gesture is a very logical part of their thinking process.   It can be seen as a way [...]

Is Monday a good day to sell or a bad day? This is a question that has been around for years but here’s the bigger problem I have with Mondays.  Too many Mondays are flat out wasted regardless if the person thinks it’s a good day to sell or a bad day. When a salesperson [...]

When we are seen as showing a high degree of sales leadership with our customers, we have the ability to not only help them succeed, but also to achieve a higher level of profit for ourselves. The beauty of this is the person who demonstrates sales leadership is usually showing a high level of sales [...]

As I have already shared, questions are key in a sales call…remember what I shared about short questions? Now let’s talk about the power of follow-up questions. If you want to move your sales call toward a close and toward more profit, then you need to be using follow-up questions correctly. Follow-up questions make all [...]

Many times, customers do not think as far ahead as they should. A great way to prompt them is by calling them right now and asking them what their plan is. What you’re doing is getting them to start thinking about the end of the year, and in so doing, it can open up opportunities [...]