Make First Impressions A Priority

If you’re not making first impressions a priority, you’re sabotaging your sales.

Recently, I had an experience that reminded me how important first impressions are. If you’re a salesperson, getting this right needs to be a top priority!

two people shaking hands

Your first impression can literally make or break a deal—and research has shown that people start determining whether you’re trustworthy in as little as a tenth of a second. What they decide within the first seven seconds of meeting you can influence the rest of your relationship!

Read More »

The Yes Momentum Close

When your clients are saying yes, it’s hard to say no! This simple sales technique will have your clients saying yes time and time again!

Salespeople usually have a few go-to closing techniques they use all the time. But if you want to be a real sales champion, you need to have a full arsenal of closes! This week, we’re looking at a deceptively simple closing technique: The Yes Momentum Close.

Yes Momentum Close - Sales Coach Dew Tinnin

The Yes Momentum Close is an attitude-type closing technique. The idea is to keep your prospect excited about the discussion at hand. By creating positive momentum throughout your entire sales presentation, you can ride the “yes” momentum to a closed deal.

Read More »

Are Your Sales Calls Great Conversations?

Simply dialing through your prospect list might not be enough.

I’m constantly reminding salespeople that you have to know your numbers. It’s more than just knowing revenue—you need to know if you’re hitting the right amount of calls and appointments to stay on track to your sales goals.

sales calls great conversations sales coach dew

When it comes to dialing prospects, there’s a problem: Numbers tell you quantity, not quality.

I tell my sales coaching clients they need to set a weekly goal for great conversations and track that number most importantly. So, what qualifies as a great conversation?

Read More »

How To Prepare For Your Sales Presentation

Avoid disaster and take stress out of the equation with these presentation tips.

Maybe presentations are easy for you—or maybe you think they’re terrifying. If you’re in sales, presentations are a common job requirement, but even if you’re a pro, they can still be stressful.

How to Prepare for Sales Presentations

The stress we feel around presentations usually comes from a fear of something going wrong. And since this is real life, things do go wrong! The good news is that you can often avoid disaster and stress with a few common-sense preparation tips:

  • Always start preparing early.
  • Always bring backups.
  • Always budget extra time.

When you’re prepared, you’ll be able to stay calm and keep your presentation on the rails! Ready? Let’s dive in.

Read More »

The Two Positives Close

Not only can the power of two positives help you close, you can use this technique through your entire sales process.

Sales pros know it’s not enough to excel at one or two closing techniques. You need to master a number of ways to close a sale, so you can adapt to every situation.

Two positives close

Today we’ll focus on a classic: the Choice of Two Positives Close.

Read More »

Sales Rock Stars ANSWER THEIR PHONE!

Use these six tips to make sure you’re not throwing sales leads in the trash.

When salespeople are prospecting, we’re in the zone. If you’ve got a solid prospecting schedule, you’ve blocked off time, and you’re giving it 100%. When you’re in the zone, those phone calls feel easy!

Salespeople should answer their phone - Sales Coach Dew

Many sales professionals, however, have an “Oh, crap” moment when one of their prospects returns their call. When a prospect calls you back, do you ever think, “I’m not ready to have this conversation right now?”

Just let it go to voicemail, right? Wrong.

An incoming call from your prospect might be the only chance you’ll ever get to talk to that person!

Read More »

The Crystal Ball Close

Let your prospect imagine the future—a future that includes your business.

Have you ever hesitated when you’re facing a decision? A big decision can be scary—and usually, that fear is from the unknown. Am I making the right choice? Will my decision lead to the outcome I want?

Crystal Ball Close

We’ve all felt that pressure!

If you’re closing a sale, your client is facing a decision. And their fear of the unknown could kill your deal. The Crystal Ball Close helps your client overcome that fear. When you use the Crystal Ball sales closing technique, prospects will feel like signing your agreement is a natural next step and not a stressful decision.

With the Crystal Ball Close, you’ll do two things:

  1. Paint a picture of the future, and
  2. Assume the deal is done

Read More »