Making Your Prospect “Give Up”
Oliver Schwarz When approaching the close of a sale, it is important never to ask for an order, instead, you should make your prospect “give up’. The prospect “giving up” means they…
Sales Tips
A Prospect Who is Listening is No Prospect at All
When making a sale, it is important to be searching for your prospects pain. The way to discover this pain is asking good questions, then shutting up. When you are…
Don’t Paint Seagulls in your Prospect’s Picture
When selling to a prospect it can be tempting to try to force the prospect to see things from your prospective. This is known as “painting seagulls in your prospects…
Talk About Budget
Many salespeople are petrified of mentioning budget when trying to make a sale. Some salespeople will go through an entire sale, having not discussed budget at all. Discussing budget is…
Avoiding Surprise in the Sales Process: Up-Front Contracts
David Surprises can be fun. As a child, you probably looked forward to your birthday with great anticipation. If you’ve ever had a birthday or Christmas present spoiled beforehand, you know…
Why You Should Stop Personalizing Your Sales Emails
I currently have over 1,000 unopened emails. And that’s after deleting a few hundred. Chances are, you also get dozens, if not hundreds, of unwanted emails from companies urging you…
4 Tips for Successful Sales Follow-Up
Failing to close a deal with a customer can be disappointing, especially when it seems like you spent a lot of time and energy pursuing a lead. But the reality…
Reinventing the ABC’s
Since the 80’s, Always Be Closing has been a common mantra among salespeople. The idea is that the salesperson should try to maximize the number of sales they make by…
Sales Emails
Zach Rogers I recently read an article titled “Why Your Sales Emails Aren’t Working, and What to Do About It.” This article drew my interest because last summer, I was sending many…
Improve Your Improv – You’re Gonna Need It
hondelha17 In chapter 8 of Daniel Pink’s book “To Sell is Human,” the reader learns the importance of improv to sales. When I first read that, I didn’t understand how those…