Posted on Monday, December 23, 2019

The Advantages of a Fixed Pricing Structure

It’s no secret that the world, in large part, revolves around money. The sales industry is no exception; often the hardest part of closing a deal is negotiating all the little details and associated costs. How is your current pricing structure serving you in that regard?

What if I told you there was a way to eliminate the headaches of negotiation in your business? And that it would not only make your life easier but increase your business? Could a fixed pricing structure be the right move for you?

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Posted on Monday, December 2, 2019

Sending an Effective Follow-Up Email

Have you ever come back from presenting to a prospect and felt sure you’d won their business? You felt it in your bones—the account was yours. Then a few days go by, and you don’t hear from them. So you follow up.

You’re certain that will do the trick. But then, crickets. You get completely ghosted. Where did things go wrong? And how can you make sure you get that callback?

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Posted on Monday, June 17, 2019

Prospecting by Phone: Don’t Believe These Myths

I’m hearing some wild rumors going around. Word on the street is that prospecting has changed, and we need to get with the times and ditch the phone. It seems I need to set the record straight.

People are making scores of excuses these days about why they can’t pick up a phone. They’re sending emails or messaging prospects on LinkedIn in the hopes that a truly brilliant message will get them a reply. That’s simply not how prospecting works. And I’ll tell you why.

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Posted on Monday, April 1, 2019

Getting the Most Out of Networking Events

Let me set the scene for you: You go to a great networking event. You leave the room feeling fired up. You met some great people, and you can’t wait to talk to them again.

But then you go back to your office. Maybe you booked a meeting directly after the event, or maybe your day just gets away from you. And as you’re unloading your portfolio or taking off your jacket at the end of the day, you see those four business cards. What happens next is a tale we’re all familiar with.

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Posted on Tuesday, March 12, 2019

40 Ways to Win Every Morning

We’ve talked before about how important and empowering it is to establish a winning morning routine. But that’s not the only way to get your day started off on a great note.

How would you feel if I told you there were dozens of ways for you to score wins before the clock strikes eight a.m.? Here are 40 of my favorites.

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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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