How To Sell Expensive Products To Cheap People

How To Sell Expensive Products To Cheap People

Most of us sell something that’s not the cheapest product in our market. I’ve never worked for the “cheapest” employer. Every sales job I’ve had, has been selling products at market price or above. When I sold mortgages our fees and rates...
How To Follow Up and CLOSE Slippery Prospects

How To Follow Up and CLOSE Slippery Prospects

Nothing is more frustrating to a salesman than a slippery prospect. You know the type. Shows up as a prospect, you have a serious sales conversation which leads to a “yes,” then they disappear like a David Copperfield act. You follow up, they don’t...
Prospecting Outside Of The Pool

Prospecting Outside Of The Pool

Ever been fishing in a stock pond?   I grew up on a farm in Texas. When I was young, I would go fishing almost every day. I pretty much used the same bait in the same pond all the time. I’m not one to eat fish, so I would always catch and release.  Often times,...
Sell Where The People Are Comfortable Being Sold From

Sell Where The People Are Comfortable Being Sold From

Ever notice Wal Mart has brick and mortar stores as well as a website?  Both of these outlets sell the same items but they serve two very different audiences.  There’s a lesson to be learned from this so stick with me.  Sell where the people are! These days,...
5 Reasons Why Your Prospects Keep Telling You “NO”

5 Reasons Why Your Prospects Keep Telling You “NO”

When you made the decision to jump into sales did you think it would be this hard to get people to say “yes” to shit that could improve their life? Fuck no you didn’t or you wouldn’t have ever got into sales in the first place. Now that...