If you’ve ever watched Law & Order or any of the other criminal junkie shows on television, chances are you’ve heard an attorney shout the words, “Objection! Leading the witness.”
Leading the witness isn’t allowed because it can sway the testimony to the attorney’s benefit. It can almost be a way of putting words in someone’s mouth. It’s known as a tie-down, and the principle behind it drives one of the most effective closing techniques in all of sales.
Many of us rely heavily on referrals to find new leads for our pipelines. Therefore, nurturing referral relationships is one of the most important things we should be doing on a daily basis.
But are you taking for granted that these people will keep sending business your way? You may think you’re satisfied with the number of referrals you’re getting now, but what if you’re leaving more on the table than you realize? Or what if there was a way to get better quality leads? Wouldn’t you want to know how?
When we approach the start of a new quarter, thinking about the status of our goals for the year is only natural. And it’s completely normal for motivation to come in spurts. It can be hard to stay motivated throughout the calendar year.
But if we allow ourselves to get knocked off track, there’s no hope we’ll ever establish a pattern of setting goals and crushing them. So how do I do it? With five easy steps.
It’s no secret that the world, in large part, revolves around money. The sales industry is no exception; often the hardest part of closing a deal is negotiating all the little details and associated costs. How is your current pricing structure serving you in that regard?
What if I told you there was a way to eliminate the headaches of negotiation in your business? And that it would not only make your life easier but increase your business? Could a fixed pricing structure be the right move for you?
Have you ever come back from presenting to a prospect and felt sure you’d won their business? You felt it in your bones—the account was yours. Then a few days go by, and you don’t hear from them. So you follow up.
You’re certain that will do the trick. But then, crickets. You get completely ghosted. Where did things go wrong? And how can you make sure you get that callback?
I’m hearing some wild rumors going around. Word on the street is that prospecting has changed, and we need to get with the times and ditch the phone. It seems I need to set the record straight.
People are making scores of excuses these days about why they can’t pick up a phone. They’re sending emails or messaging prospects on LinkedIn in the hopes that a truly brilliant message will get them a reply. That’s simply not how prospecting works. And I’ll tell you why.
Let me set the scene for you: You go to a great networking event. You leave the room feeling fired up. You met some great people, and you can’t wait to talk to them again.
But then you go back to your office. Maybe you booked a meeting directly after the event, or maybe your day just gets away from you. And as you’re unloading your portfolio or taking off your jacket at the end of the day, you see those four business cards. What happens next is a tale we’re all familiar with.