by chris | Mar 25, 2015 | Sales Process
1. Use silence with confidence. Few things communicate confidence better than the ability to use silence. First, of course, is when you communicate your offer or anytime you are looking for a response to a question. Ask your question and remain silent. Yes, it...
by chris | Mar 4, 2015 | Sales Process, Sales Prospecting
Yes, these are all proven to work, and I’ve got plenty of emails from folks to prove it. 5 of the best prospecting tips you can use now… 58/2 Phone call Many people are simply hard to reach due to the number of meetings and conference calls they have on their...
by chris | Oct 31, 2014 | Sales Process
I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Negotiate Second” and “Only Negotiate After They’ve Rejected Your Offer Twice.” Here is the 3rd tip: 3. Determine if you’re dealing with the...
by chris | Oct 29, 2014 | Sales Prospecting
I am often asked whether it’s appropriate to use text messaging with a customer or a prospect. Times are changing, and as much as I would have said never a few years ago, today I’m saying that using text messaging is appropriate — but with restrictions....
by chris | Oct 1, 2014 | Sales Process
1. Give the customer two options. Doing this allows them to feel in control. Many people don’t want to be sold. Giving them an option allows them to feel they’re in control. 2. State your offer with confidence with a strong voice and strong body language....
