Closing Sales is Like First and Goal
Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a few weeks ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last...
View ArticleWhy Use More Tie Downs and Trial Closes?
I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the...
View ArticleObjection: We Are All Set
As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy.Responses that work.And that’s...
View ArticleOvercome All Objections With This One Question
Want to know a secret about objections? There are really only two types:Real concerns that need to be addressed, and, once you do, you can then close on, and,Smokescreen objections hiding something...
View Article3 Ways to Overcome Call Reluctance
Do you or your team suffer from call reluctance?Would you rather send emails than make calls?If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite...
View ArticleStop Talking Past the Close
How many tie-downs and trial closes do you or your team use during their presentations?If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble…In an earlier blog, I...
View ArticleCatch Two Birds with One Sale
Clients are often hesitant to purchase life insurance, despite the fact that it is a valuable tool in financial portfolios. However, with the costs of stand-alone LTC coverage increasing each year,...
View ArticleIf You Love Sales, Then Pass This On
Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles. I found a short book called, The Salesman’s Book of Wisdom,by Dr. Chriswell Freeman, and the...
View ArticleThe Power of Optimism in Sales
Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of...
View ArticleHow to Negotiate to Close More Deals
There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free...
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