How often are you reaching out to your customers and/or prospects? I suggest you set a goal for the number of customers/prospects you will reach out to each day. These “touches” may be in-person or may be over the phone, but you have to be very serious about achieving this number each day. Your goal [...]

You don’t want to be just like every other salesperson, right? I didn’t think so. You are the type that wants to continually pick up tips that make a difference, whether you are cold-calling, dealing with a purchasing department or closing a sale you have been working on for months. I’ve been using YouTube as [...]

This seems like a no-brainer, but it’s a valid question to ask: Do you believe in what you are selling? This is a good place to start, because if you don’t believe 100% in what you are selling and the benefits it brings to the customer, then it’s unlikely you will believe in your pricing. [...]

Never allow yourself to be comfortable asking your customer what I call single-focus questions. These are the superficial questions too many salespeople ask, all in the ruse of engaging the customer and thinking it is going to help them close the sale. Rather than asking single-focus questions, develop a 3-tier approach to questioning. The first [...]

Never allow the Purchasing Department to control the flow of things. Insist on remaining in control and having them work to your timeline, unless there are real concessions you can achieve. A purchasing agent will many times create artificial timelines to test your resilience and your level of flexibility. Keep the focus on your timeline [...]