When you follow-up with a prospect or customer after sending information, what do you say? What specifically do you want to accomplish? So often we start out the call with, “Do you have any questions on that?” Is that really the purpose of your call? I hope not. Please don’t misunderstand what I am saying. [...] Read more »
What is preventing your prospects or customers from meeting with you? Are you creating enough value that they are compelled to give you some of their valuable time? It’s important when asking for an appointment to stay away from statements like, “Do you think it would be a benefit to sit down…?” With a statement [...] Read more »
It is so common when a salesperson receives an objection to start explaining all the reasons why the prospect or customer should do business with them. We have been taught by the so called “professional’s” to respond that way. Well guess what. It doesn’t work. If you are patient and listen extremely close, the opportunity [...] Read more »
Does your prospect or customer really care if you have 118 different products? I don’t think so. Stop throwing up all over your prospects or customers. What your prospects or customers really care about is how you are going to eliminate their pain and increase their results. That is the bottom line. What’s your take? Read more »
At some point or another we have all found ourself in the middle of a phone call not prepared. It happens to the best of us. Myself included. This call is painful to listen to. Had the salesperson been better prepared, the call might of ended differently or he may never have made the call. [...] Read more »
We all have negative speech habits. How many times each day do we say, “ah”, “um”, “err”, “ya-know”, “you-betcha”, “okee-dokee” and “I was just wondering”? Happens every day doesn’t it? We should be intentional and conscious of everything we say. When you open your mouth you tell the whole world who you are. Great communicators [...] Read more »
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