Posted on Tuesday, April 12, 2022

The Easy Way To Find New Leads

Is your prospect list too short? Try the simple method of Power Prospect Brainstorming to rebuild it.

Quite regularly I’m told, “Dew, I just don’t have enough leads!” As a salesperson, it’s hard not to panic when your sales funnel is drying up and fewer and fewer proposals are going out. You need to grow your prospect list and get more leads to call on—but it seems impossible.

Stop right there! There are ALWAYS enough leads!

Unfortunately, sales professionals often fall into a scarcity mindset and miss out on abundance. Feeling like you’ve “tapped your market” is a perfect example of scarcity thinking.

Keeping your prospect list full is crucial for your sales funnel and can drive an abundance mentality through your entire sales process.

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Posted on Monday, March 14, 2022

Getting The Most Out Of A Sales Appointment

Have a meeting with a prospect? Here’s how you can set yourself up for success.

Every salesperson knows what they want out of their next client meeting—to close! But how do you make sure your first appointment will lead to getting your prospect’s business?

More importantly, how can you make sure this meeting is wildly successful and super efficient?

Your goal should be to make the most out of your sales appointment—and like any goal, step one is making a plan!

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Posted on Monday, February 28, 2022

Change Your Mindset to Get Over Call Reluctance

Making excuses instead of sales calls? Discover how to overcome call reluctance and keep your sales pipeline strong.

Every salesperson needs to convert leads into closed deals. Making sales calls to a prospect list is the only way to keep your sales pipeline full. If it runs dry, so will your revenue.

We all know this, but sooner or later, most sales professionals face a huge obstacle clogging their pipeline: themselves. When it’s time to make calls, we hesitate, procrastinate, and get nervous or fearful. Call reluctance stops us cold!

The best way to get past call reluctance is to understand why it’s happening and how it affects your business. Every salesperson should:

Understand what call reluctance is.
Avoid the call reluctance trap.
Remember why you’re closing business now.
Get past the fear!
Try a new strategy to stay motivated.

These tips will help you get back on track and keep your sales pipeline healthy. Let’s dive in!

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Posted on Monday, November 29, 2021

Sales Champions Know Their Numbers

You can’t stand at the top if you never know where you stand.

As a sales coach, I’m all about goals. My goal is to help salespeople achieve their goals—both personal and professional.

Every salesperson should know what their sales goals are. You might not have mastered them yet, but at the very least, you have a number you’re planning on hitting for the year. The goal is set—just start selling, right?

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Posted on Monday, November 22, 2021

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!

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!

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Posted on Monday, October 25, 2021

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.

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.

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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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