When you are first getting started off in any sales business, it’s hard. There. I said it. I wasn’t kidding either. Seems like every time I’ve ever started a new business the prospects must have had “new” radar. And when prospects spot a green pea, they...
How many times have you been standing next to a salesman who talked too much, confused the prospect and lost the sale? I must have seen this happen 100s of times. I’ve even been on sales appointments where the person I was with couldn’t shut up and blew...
In my opinion, the less time you spend on the phone, the more money you make. I know that’s contradictional (my word) to what we are normally told and taught in this industry. If you’ll hear me out, though, I will enlighten you as to why I feel this way and why this...
Sometimes you gotta trick someone into doing what’s best for them. As I’ve said before in numerous blog posts, humans hate making decisions. Decisions come with consequences and humans lack the confidence it takes to be subjected to those consequences. Warning! Before...
In my 20+ years of selling, I’ve run across a lot of big talkers. I’m sure you have, too. You know the type. They throw out big numbers, talk about how much they did in the past, and who they used to be. Matter of fact, when I hear someone who only talks...
