It’s time to put to rest the idea that the only thing you need to do to grow your business is to provide excellent customer service to your existing customers. You believe great customer service alone will prompt your customers to tell others and then
“I’m checking in” is what you say to a hotel clerk, not to a prospect. Why do you think the line you use when checking into a hotel is one you can use with a prospect? If your prospect waiting standing behind a counter waiting
It’s the first Monday in November which means there are only 2 months left in the year. Where are you hoping to be at the end of the fourth quarter? I have a few strategies to help you close out 2019 strong. First, make it
It’s that time of year when people start thinking about annual awards. Let’s put this particular one to rest. Trust me, you do not want to “win” the vendor of the year award. I don’t care the customer’s criteria nor how much you like them
You feel good about the customer you’re talking to. You feel like they really want what you have to offer. Based on your feelings, you quickly proceed to lay out an offer for your customer, but suddenly, the customer starts throwing out objections. You go
People who are born to sell do not exist. Anybody can be a great salesperson. All it takes is a high level of commitment to help others. Value comes before price, and price comes before closing. When you create enough value by focusing on the
Since our first day in sales, we have been taught to have as many leads as possible. We’ve also been told when you think you have enough, keep going and get more. It’s like saying your goal is to eat as much food as possible
The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom! You get hit hard as this new favorite customer
Did you know that you have some brilliant customers? The mindset of your mind dictates the mindset of your customer. When your mind is negative, it’s amazing how quickly your customer can have a negative reaction. Take time this week to positively think about your
Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The sales manager knew me
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