Dodging Curveballs During Sales
CJ Saylor Sales planning is an integral part of any business, but it can be challenging to create a comprehensive plan that takes into account the various curveballs that the world can…
May 2023
The sales myths
mallkr21 There is an old way of selling which involved manipulation, aggression, and sometimes flat out lying. While there are still plenty of salespeople who use these tactics to simply sell…
Building Relationships: Going Above and Beyond for the Repeat Sale
folgerjt19 In the industry I’m in, a lot of performance groups utilize what I have begun to call “smash and grab” strategies. They sell their event, do very little promotion, assure…
Knowing When to Fold ‘Em: Closing the Book on a Lead
In a game of poker, one of the hardest things to do for a gambler is to bow out when their hand is subpar. It’s easy to fall in love…
Inception
In the movie inception, a team of people go deep into a man’s subconscious in a dream in order to insert an idea into his head and make him think…
Rolling with the Punches: When a Client throws a Curveball
Yesterday I had a rather intersting, albeit promising, sales call. I had a teams meeting with the whole 3-person board of community engagement of the city of Brownsville, Texas– the…
Improv in Sales
Whose Line is it Anyway? and a sales meeting may not seem to have much in common. However, at this point in my life, I have done a fair amount…
Practicing Interrogative Techniques
Jack Henne If a salesperson wishes to exceed, they should not have the number one focus be on how much money they can make but can I better the quality of lives…
Clarity
The book defines clarity as the capacity to help others see their situations in fresh and more revealing ways, and to identify they did not realize they had. In the…
Budget
No matter how sweet a product or service can be that would benefit a prospect, the budget is ultimately what they are worried about the most. Prospects often have a…