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.
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.
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.
We live in a technological world and we expect everything to be at our fingertips. I’m totally dumbfounded every time I have to “look for someone’s phone number” and I can’t find it.
I search their LinkedIn profile—it’s not there. Next, I search my inbox for a recent email from them, but I can’t find their phone number because it’s not in their signature. I wish I was joking, but I see this ALL the time. So today’s post is dedicated to the power of a good email signature.
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.
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.
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.