Utilizing Your Power Referral Partners

One of the most overlooked assets of any great producer is their strategic partnerships. And the most valuable connections are what I call Power Referral Partners—people who do business with your ideal clients.

Power Referral Partners meeting an exchanging sales leads

While you might feel like you’re doing just fine on your own, the amount of business you are missing out on by not forming and nurturing these sorts of relationships is likely staggering. So where can you find these people? And how can you properly leverage these relationships to boost your business?

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The Art of Following Up

A lot of salespeople struggle to master follow-up techniques. But I’m here to tell you, leaving a message for a prospect that says, “I’m just calling to touch base,” or “I’m just circling back with you,” is pretty lame.

The Art of Following Up

Seriously, let’s all agree to do away with these clichés. You need a real reason to follow up with someone, and there are so many ways to do it both creatively and effectively.

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How to Execute the ‘Next Steps’ Close

Have you ever had what felt like a great sales meeting only to find that you’re never able to get the prospect on the phone again? You thought you hit a home run, and then they just fell off the face of the planet.

A lot of prospects pull this move. And while there could be several reasons for this behavior, it’s likely that you missed one tiny but significant step.

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Improving Your Self-Confidence in Sales

Why is self-confidence so important in sales? Frankly, people like being around confident people. Confidence is attractive.

Self-Confident Salesperson

The more confident you feel, the better your conversations will be when meeting with a prospect, and the better you’ll feel about how your process went. I have a few ideas on how to improve your self-confidence.

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Why You Need a Good Email Signature

We live in a technological world and we expect everything to be at our fingertips. I’m totally dumbfounded every time I have to “look for someone’s phone number” and I can’t find it.

Why you need a good email signature

I search their LinkedIn profile—it’s not there. Next, I search my inbox for a recent email from them, but I can’t find their phone number because it’s not in their signature. I wish I was joking, but I see this ALL the time. So today’s post is dedicated to the power of a good email signature.

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7 Time Management Habits of Top Salespeople

After coaching hundreds of coaching clients one-on-one, I’ve noticed something: The biggest impact coaching has on each of their lives is in the way they manage their time.

Time Management Habits of Salespeople

I love seeing the freedom they gain (and the increase in their sales) when they learn to run their day more effectively. Here are 7 time management habits that all top-producing salespeople seem to practice.

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Handling Your Customers’ Trust Objections

In every aspect of your business—and your life in general—the importance of trust cannot be overstated. Making sure everyone trusts you to do what you say you will is a cornerstone to building a successful career.

Trust Objections Handshake

Your potential client has to trust you enough to be comfortable saying “yes” before they’ll say “no.” Before they come to that place of trust, you may see a lot of “maybes.”

Figuring out why they’re saying “maybe” is the key to unlocking their true trust objection. The hesitation usually comes from one of three places.

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