The single biggest mistake I think salespeople make is overlooking seemingly obvious buying signals. Too many salespeople mistake buying signs for rejections. They think the prospect is saying “no” when really the prospect is saying “Close me,...
First things first, if you’re easily offended, this article ain’t for you. If you’re still reading, let’s talk about sales. Not your normal “look ’em in the eye and shake their hand” shit either. I wanna talk about modern...
No one wants a mortgage. What they want is a house and a mortgage is a means of making that happen. This was the one thought process that allowed me to dominate the mortgage scene when I was into that sort of thing. While my competitors thought prospects wanted a...
Counter offers. Pffffttt. You can have ’em. Unfortunately, they are a part of sales. Negotiating is one of the most important parts of sales, yet most salespeople have no idea how it’s done. The average salesperson turns into a laydown when he’s...
Let’s just be honest here. These days, a college education ain’t all it’s cracked up to be. Unless you’re going to be a doctor, attorney, or engineer, college isn’t really a requirement. Now, before you shoot me down and say something...
