Posted on Monday, September 27, 2021

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.

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?

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Posted on Monday, September 6, 2021

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.

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.

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Posted on Monday, August 9, 2021

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.

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

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Posted on Monday, July 19, 2021

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!

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!

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Posted on Monday, June 21, 2021

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?

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:

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

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Posted on Monday, May 31, 2021

How To Write The Perfect Sales Proposal

Don’t let your sales proposal get in the way of your deal! Here’s how to avoid the most common mistakes.

Not every salesperson needs to write sales proposals, but if you’re in a relationship-based sales cycle, there’s a good chance your client expects to see a proposal. And, your entire deal may hinge on this single document! Where do you even start?