What do you really know about your competition? Are there certain ways to create doubt in your prospect’s mind when it comes to a competitor? Yes but there is a right way and a wrong way. Do you truly understanding your competition? https://vimeo.com/manage/videos/569513067 Most of us already know that it is very important not to
Top 5 Business Card Fails Recently I was featured in the Wall Street Journal about what to put on a business card. Link to the article below. So what are the top 5 business card fails! Well, there are probably lots more than these but are you doing any of the top 5? The reporter
https://vimeo.com/manage/videos/557700965 The ability to talk about money, (pricing, cost, and investment) is not only important to show confidence to the prospect but also to additionally qualify the prospect to make sure they actually are a true prospect. Price cutting had less to do with actually closing the sale and more to do with the comfort
Crush Those Rose Colored Glasses To explain the phenomenon of rose colored glasses, you need to truly understand that belief is stronger than anything you are told. Anything, There is a glass sitting on a table, and it has water in it that reaches halfway up the glass. Is the glass half full or half
I’ve spoken several times about how important the use of continual connections to your clients, prospects, and alliances. https://vimeo.com/manage/videos/557706883 Google Alerts is a content change detection and notification service, offered by the search engine company Google. The service sends emails to the user when it finds new results—such as web pages, newspaper articles, blogs, or
https://vimeo.com/manage/videos/561460880 What’s better? A Book or a Movie? So What is better, A Book or a Movie? “I’m going to try my best to do a great benefits statement so the customers know exactly what we do.” We put so much time and energy into coming up with this big introduction/benefit statement, but, honestly, it’s
Ashley, a sales representative for a regional software company, makes several calls a week to new potential prospects to request a meeting to demonstrate her product. She gets lots of voice mails, speaks to lots of gatekeepers, and sends a lot of emails with no response. Every once in a while – statically five
Best salesman ever? You decide https://vimeo.com/manage/videos/557695607 Difficult To Sell This Way As entertaining as this video is, the truth is, it is very difficult to really sell this way, for a lot of reasons. Is he the best salesman ever? If this video was filmed in 1972 then maybe. There is so much more sophistication
Are Your Salespeople Professional Visitors? Are you bringing value or professional visitors? Are your salespeople professional visitors? Last week, I sat down with Jacob, a friend who is a sales rep at an ink and toner supply store. We were exchanging the usual “So, how is the family…how is business?” when Jacob started to
Are You A Good Sales Manager or a Great One?? There’s a real difference between a manager and a leader. Which are you? There are many misconceptions about leadership in our society. Many believe that leadership has something to do with power, prestige, and notoriety. Others equate leadership with position – they value a fancy
