by chris | May 1, 2013 | Sales Mindset, Sales Process, Sales Prospecting
Think 2 days, 2 weeks and 2 months as your rule for following up. Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a...
by chris | Mar 2, 2013 | Sales Leadership, Sales Process
How’s your attitude? I am amazed by the number of salespeople I meet who are not getting the results they could be getting if they would simply improve their attitude. In my opinion, attitude will always be more important than skill. Sales skills and processes...
by chris | Jan 12, 2013 | Profit Maximizing Price, Sales Process
If you are like a lot of salespeople, the thought of working with buyers and purchasing departments may be one of the most frustrating parts of your job. I want you to know that it doesn’t have to be this way. Once you understand how buyers think, you will see...
by chris | Jan 5, 2013 | Sales Process
Want to know how to get the best answers to your sales questions? Ask shorter questions. Yes! The best sales questions tend to be short ones. Why? Because short questions get you LONG answers, which are jam packed with vital information you need to make a sale. Below...
by chris | Nov 24, 2012 | Sales Motivation, Sales Process, Sales Prospecting
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...
