Reaching the decision-maker might sound scary, but it's worth it. Why? Well, not only does it make it more likely that we'll seal the deal, but it also helps us serve our clients better. Sometimes, what they need doesn't quite match up with what...
Everyone wants to improve discovery calls, which I love because I often say that the close starts when you say hello. In fact, it begins a lot sooner than that when you consider how much research buyers are doing online.
I've heard from a lot of people and from some of those that I coach is that this fear that if they do this buyer first approach and their buyer is wrong about how they're seeing their problem or categorizing the solution:
This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.
Objections are one of those things that we all encounter as salespeople, within every conversation that we have. How we handle them varies. Few do it well. Even fewer are able to turn objections into value-add statements and questions.
And like most...
The idea of being able to pick up on clues to someone else’s communication style and use that to adapt your communication style can seem insincere to some. Like you aren’t being true to who you really are.
An entrepreneur sent in a great question recently. She asked; “Besides bringing value and educating the buyer, what do buyers appreciate most in a sales person these days?”This is an important question, especially when you consider the topic of...
At this past week’s #livesaleslab we talked about asking questions. It came up in nearly every conversation we had in the past week with new coaching clients so it was hard to ignore. I have always called it drill down questions, but I like layered...
In case you didn’t know- I have not been one of those ‘lifelong’ salespeople. I disliked sales so much, that when I settled on what I wanted to learn in college, it was marketing because I wanted to learn how to use marketing to make salespeople...
How do you close the sale that has had a proposal out for a month now but which you still have no word on?
Not just close it using tricks, but how to do it right, and comfortably, to make sure it is profitable for both parties? This is especially...
