Posted on Monday, August 10, 2020

Using “Try Before You Buy” with Professional Services

If you sell a tangible good, you likely have the opportunity to let a prospect “try” before they “buy” from you. “Yes sir. You can test drive the car for the weekend.” “Absolutely ma’am. Take the dog home to meet your kids!” But what if you sell something that can’t be picked up and held?

For those of us selling a professional service, it can feel difficult to provide a prospect with the chance to test-drive what we offer. But there is a way to use this close effectively, no matter what you sell.

Posted on Monday, August 3, 2020

Use Consistency to CRUSH Your Sales Goals

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Winning a championship isn’t easy. It takes tireless work and dedication. Getting that trophy, or that medal around your neck means that the blood, sweat, and tears shed along the way paid off.

What I find very interesting is just how many individuals and teams crash after the big win. I’m sure that injuries or personnel changes play a part, but many of the stories show that they’ve taken their foot off the gas.

If you want to become—and remain—a top producer, you don’t get to coast after you have a big win. Consistency is non-negotiable.

Posted on Monday, July 27, 2020

Follow a Schedule? But I’m a Free Spirit!

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You’ve probably noticed by now that talking and writing about time management is my jam. I love it! However, the reason I enjoy talking about it is that I’m living the benefits of its success.

Unfortunately, that may not be the case for those of you who are fast-paced, type-A personalities (i.e., most salespeople). Instead, once the conversation leads to creating and sticking to a schedule, with most salespeople, I hear some variation of, “But Dew, I can’t live by a schedule all day, every day like you do; I’m a free spirit!”

To which I want to reply, “Hello?! Have you met me?”

Posted on Monday, July 20, 2020

Tips for Conquering Call Reluctance

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Of all the reasons salespeople come to me for coaching, call reluctance is one of the most common. Every single salesperson I know—myself included—has suffered from it at some point or another.

It’s important to realize that call reluctance is a real, legitimate feeling. You’re not making it up, and you’re not crazy for feeling this way. You can get past it, and it doesn’t have to be something you fight forever. I’ve got a few methods to help you kick call reluctance for good.

Posted on Monday, July 13, 2020

Exercise Is More Important Than Ever

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I am a firm believer in the transformative power of exercise. I believe that by simply starting to move, and keeping it up, you can change your life.

During times of extraordinary stress—like what we’re experiencing during the COVID-19 pandemic—exercise becomes even more vital. Is your mental health taking a nosedive? You can turn it around in just 10 minutes a day.

Posted on Monday, July 6, 2020

10 Tips for Memorizing Your Sales Script

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Most salespeople love presenting but feel most comfortable when we loosely know an outline and then wing it. When it comes to following the company presentation or memorizing a sales script, we can feel constrained.

I hear salespeople complain all the time that they’re “bad with names” or they can’t work from a script. I say, nonsense! You just need to train yourself that you can. The following ten tips are part of my toolkit for becoming a master of sales script memorization.

Posted on Monday, June 29, 2020

Creating a Simple Sales Activity Tracking Sheet

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What distinguishes average salespeople from top-performers? Regardless of education or experience, success is directly tied to self-discipline. Above all, top-performing salespeople know their numbers.

Tracking sales activity might not seem fun. It doesn’t give you the euphoric feeling that closing a deal can; tracking your numbers doesn’t have an immediate pay-off. It can take months (sometimes years) before you’ll reap the rewards of it, but if you want to rise to the top in your industry, then you have to know your numbers.

Here’s the good news: keeping track of your sales activity doesn’t need to be complicated.