Posted on Monday, March 4, 2019

How to Run Effective Proposal Meetings

In the world of sales, there are few things more important to your success than being able to execute a proposal meeting effectively. The trouble is, there are a lot of ways to fall short of that goal.

If you’ve ever found yourself sitting in bumper-to-bumper traffic when you’re supposed to be at the client’s office in five minutes, or standing over a copier praying for it to stop making that grinding noise and spit out your papers already, you’re doing it wrong. Thankfully, there’s an easy fix.

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Posted on Monday, January 14, 2019

Creating a Foolproof Prospecting Schedule

I’m gonna be honest with you: A lot of salespeople are bad at prospecting. If that statement stung a little or hit too close to home, I’d like to say I’m sorry. But I’m not.

Every day that you choose not to prospect, you’re delaying your future income. There, I said it. If you aren’t putting in the effort to create and implement an organized prospecting schedule, you are losing. This is non-negotiable.

Here’s the good news, however: creating a schedule is quick and easy. Let’s get down to it.

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Posted on Tuesday, January 1, 2019

Why You Should Be Writing Every Single Day

Since as far back as I can remember, I have been in love with writing. It’s one of my favorite methods of expression. But I have encountered so many people throughout my career for whom writing is practically a punishment.

Here’s the thing: Being capable of generating strong written communication makes you more employable. Regardless of your industry or field, you should be working every day to improve and nurture your writing skills. And it’s a lot easier to do than you might imagine.

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Posted on Monday, December 10, 2018

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.

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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Posted on Monday, November 19, 2018

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.

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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Posted on Monday, October 29, 2018

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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Posted on Monday, August 27, 2018

Improving Your Self-Confidence in Sales

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

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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