How to Stop Playing Phone Tag and Close More Sales

Few things can be more frustrating for the sales professional than the proverbial game of phone tag with prospects. You can end phone tag forever by taking charge of the sales process from your very first contact.

Closing in the Car Business

Closing is all about helping car customers make positive decisions. It is not about pressure or manipulation. Your customers need help overcoming the “P” word. Procrastination! You need to become very effective at overcoming procrastination.

Abducted by Aliens?

There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company and your products or services. Perhaps you are trying to reach a prospect to continue a conversation or to follow up on a next step in your sales cycle. You have tried everything. You have called repeatedly at different times throughout the day, you have left messages, you have sent emails… All with no response.

Are You Getting in Your Own Way? (A Marketing Insensitive)

If you are not seeing the sales and marketing results that you desire you might want to take a hard look at your communication style for both spoken and written communications. You could be getting in your own way. Think about your goal in every communication you have with a prospect or customer. Then look at how you communicate with that prospect or customer. Are you getting the looked for results?

Purple Envelopes

In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect. She described the many letters she had sent and the information contained in the letters. Essentially her letters were lists of all the services (features) offered by the company and concluded with a...

The Sales Training Series: Five Buying Decisions

Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be the sequence of your presentation.

The Sales Training Series: Keep Selling Your Company

“I didn’t know that!” If you hear those words from an existing customer who likes and trusts you but who just bought something from one of your competitors, you have no one but yourself to blame. It was you who blew the opportunity and left the door wide open to the competition.

The Sales Training Series: Sell With TFBR's

You have asked great questions, you’ve uncovered at least three important customer needs that your offerings can address, and you’re ready to begin your product presentation. Know what you’re going to do now? If you’re like most salespeople, you’re going to lose all of the momentum you’ve built—and maybe the sale, as well—by launching a long, boring, and standardized recitation of product features. Your sales presentation won’t even focus directly on the key needs you took such pains to identify.

Sales Leads - All Referrals are NOT Created Equal!

Referrals can be one of the most productive and profitable lead sources available to salespeople. However, it takes some practice to get comfortable asking for referrals. Plus, there are different kinds of referrals that produce different levels of results.

30 Client Referrals or More -- How to Get Them

Do you get all of the referrals you want? Most professionals don't because they're afraid. Afraid they'll hurt their client relationships. Afraid they won't cultivate any new business. Or afraid they'll appear cheap or salesy...

Pricing Mortgage Leads

If you are a loan officer or mortgage broker on the market for internet mortgage leads, than many things will be of importance to you, including the cost of the lead.

Assumptions - How Accurate Are Yours?

How many times a day do we assume? How often do we verify the accuracy of our assumptions?

How To Prospect Top Dogs And Put Your Sales Through The Woof!

This single strategy will increase sales revenues geometrically! In light of the downward move of our economy, most of the sales organizations in this country are scared spitless. I hate living in fear. Bet you don't like it much either.

Six Things You Didn't Know You Didn't Know About Cold Calls

Powerful truths about your cold calling. Will you believe them, or hold on to false beliefs?

6 Secrets to Increase Sales

Every sales person is trying to get the edge over their competitors. Sometimes it is the simple things that can give the sales person the greatest advantage. Small business can do this better than anyone. Learn 7 Secrets top salespeople use everyday.