Voicemail can be a great way to tell somebody “thank you” for their business or assistance. I’m not saying this as a reason to forgo the handwritten thank you note.  No, what I’m saying is you use it in addition to the handwritten note. Think of the number of times when you have been working [...]

The sale is yours. You can taste it. The customer is ready to buy and everything is in place. The order is going to be a nice way to jump start the business. Just when you expect the customer to say “yes,” they hit you up with a very small request.  They would like to [...]

It often is a challenge is to get your customer to share with you what they’re looking for. Sure, there are a lot of specific questions you can ask depending on the type of customer, but do you want to know what I consider the 4 secret questions to ask a customer? Here goes: Why? [...]

I have been talking about the informed calling method and why it is so important to your prospecting plan. You can check out my previous posts on it here and here. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of [...]

Think about this question. What’s your answer? I recently spent quite a bit of time thinking about this, and after going back and forth as to what the answer is, I came to this conclusion.  It’s neither! I think they’re both attracted to each other and, more importantly, because they’re attracted to each other, they [...]