How to Use Layering Questions: First, for those of you who have seen me live, you know that I am big on questioning your prospects during the qualification stage. As I’ve said – your prospects have all the answers as to why they will buy or not buy, and it is your job to get […]

It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness, it was the epoch of belief, it was the epoch of incredulity, it was the season of Light, it was the season of Darkness, it was the spring of hope, it […]

The other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term “spot,” it means to watch and assist the lifter if they need help. Of course, I agreed to do this. As is customary when […]

Spot The Passion! Social media marketing used to be about two things: connect with potential customers and build back-links that would raise up your product’s rankings in the search engines, commonly referred to as SEO. Now, SEO (search engine optimization) takes a back seat to referrals and recommendations. For any kind of success with social […]

You created interest with your prospect by making a big promise, and stated a feature to back up your promise. You gave them a logical and emotional benefit, and backed everything up with evidence. Finally, you asked their permission to ask questions. Because you did such a great job up to this point, your prospect […]

Sales calls can be daunting. If you’ve ever felt overwhelmed by prospecting calls you understand. Many sales reps are untrained and unprepared to engage in the selling process. Sales calls should be rewarding. Your closing ratio will improve with practice. Once one learns the components of a sales call then performance can be measured and […]

Are you following a sales process? If not, you are not only wasting your time, but you are also losing sales because of it. You think you are in control but in reality you are out of control. Have you ever been rejected? If your answer is yes, you have just proven that you are […]

The Key to Succeed in Sales When it comes to selling to your prospect, it’s important to understand their why. Why do people buy products or services? You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to satisfy both needs. These two […]

How To Upsell & Cross-Sell To Achieve Rapid Sales Growth: January has been a busy month of sales seminars, sales training and motivational speeches so I hadn’t had any time to think what I was going to write about this week until about half an hour ago… I was sat at my PC in my […]

Crucial Aspects of Professional Selling How To Stop Chasing Sales Prospects Forever: Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I’ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead. I once heard Donald Trump say, “In selling, […]