… If you get this step right, the close is seamless. Sales Funnel Steps Hard Skills Soft Skills Prospecting Discovery and Rapport Proposal Writing Presentation Follow Up
The Common Denominator of Success by Albert E.N. Gray Several years ago, I was brought face to face with the very disturbing realization that I was trying to supervise and direct the efforts of a large number of men who were trying to achieve success, without knowing myself what the secret of success really was. […]
Victory Goes to the Business with Superior Systems – Audiobook Chapter 5, Recipes for Success. Systemizing the Order Fulfillment Process. In the last podcast the chapter I read was called – Micromanage Your Business to the Max. And I finished by saying that all the systems in your business could be broken into 3 categories […]
Victory Goes to the Business with Superior Selling Systems Joe Polish. I Love Marketing Podcast. www.Ilovemarketing.com Episode 316 Zig Secrets: Sales secrets from one of the greatest salesman who ever lived. Selling is Essential to business success Nothing happens until someone sell something I am an entrepreneur! Define: a person who organizes […]
Revolution happens in your company when you stop working in your business and start working on it. I learned this profitable lesson in The E Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael Gerber. Anyone considering starting a company should read this book. You work on you […]
“Every time you make a sale, you’ve just lost your best prospect.” This bit of wisdom was given to me by a veteran sales pro who believed prospecting, or continually searching for individuals and companies as potential clients, is essential for every successful selling career. Prospecting is the initial step in the entire sales process, […]
Think of the last time you ordered pizza from Pizza Hut or Dominos. When you called for a medium pepperoni, the voice over the phone probably asked if you’d like a second pizza for just five bucks more (this question is probably programmed into a computer). Then, when you said “sounds good,” you were most […]
What are the first words out of salespeople’s mouths the moment customers walk in retail stores? They say systematically, “Can I help you?” Shoppers respond, “No thanks, just looking.” Someone finally realized this question was ineffective and came up with a new approach: “Have you been here before?” This slight selling script change accounted for […]
If you read business publications, you’ll know something is changing in the way salespeople do their jobs. One indication is the proliferation of ads for contact-management software. These programs let you track prospects and customers with limitless information fields – you can keep notes on their buying habits, as well as the names and birthdays […]
As covered in the last issue, prospects are the life-blood of any salesperson’s career. But, once aware of them, how do you organize your contact? When you call, are you getting right through to the decision maker and more importantly, are you getting the appointment? Organization & Telephone Techniques Two essential “salesperson skills” to […]
Are You A Triple-A Salesperson?
“Remember, Brad,” Dad would remind me during a talk to get out there and make things happen, “nothin...
Kill ‘Em With The Close
One of my favorite national sales magazines recently published a story about Gateway 2000, a booming...
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