In this category, you’ll find sales tips on prospecting, handling objections, getting referrals, and everything else you need to master to close more business.
Remember: every salesperson needs to “sharpen the saw” regularly, so check back often or subscribe to have future sales tips delivered right to your inbox.
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.
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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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.
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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I was 35 years old when I started exercising. That’s not to say I never exercised at all before then, but I wasn’t in any way what I would consider an “athlete” either.
A friend of ours came to Nashville to run a marathon and stayed with us. It was the process of watching him prepare the night before that made me realize, “That looks fun!”—not the running part necessarily, but preparing to do something you really love that will challenge you. What came next truly changed my life.
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Email is so ubiquitous now that it’s hard to remember exactly when it first became popular. Yet I can vividly recall how I felt in those early days of “you’ve got mail.” It was such a big deal! And as email rose in prominence, “snail mail” seemed to vanish.
In the last five years or so, I’ve seen a shift towards people embracing letters and notes again. Receiving physical mail is something that makes people feel really special. Therefore, I’m declaring the days of simply sending an email “thank you” to be over! And I believe sending heartfelt, handwritten thank-you notes can help you grow your business.
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If you’re like most people, you probably plan out your morning by doing backwards math. If you have to be to work at 8 am, you’ll figure that it takes you 15 minutes to drive,15 minutes to shower, 5 minutes to get dressed, and 10 minutes to eat and you tell yourself that you have to get up at 7:15 in order to get it all done.
What you’re doing when you do this, though, is giving yourself the very barest minimum of time. It’s ineffective, not to mention a horrible way to start your day. You’ll never achieve the level of success you’re after if you keep it up. But I’ve got a trick to fix it.
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After college, I had zero intention of ever picking up a book again. Reading simply wasn’t something I enjoyed, and when I thought about how my life would be as an adult, I never pictured myself being one of those people.
So how is it that I went from swearing off books entirely to reading 50+ books every year for the past several years? Well, there are three things I get from reading that I can’t get from anything else.
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I get asked regularly what the most important skill or attribute is for being a successful sales professional. Most people are expecting my answer to be something along the lines of “being a great closer.” Or perhaps “being the kind of person who can talk to anybody.” Or maybe “being someone who can have tough conversations.” Or even “having amazing negotiation skills.”
But the #1 thing I have found that all top producers possess is good listening skills.
This might come as a surprise to you, but you must realize that perfecting your listening skills goes beyond merely hearing what your customers are saying.
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