I get a lot of cold calls and cold emails every day, and most salespeople make the same sales process mistakes. This is so common that you're likely making one of them. In this video and blog post, I will outline these three mistakes and show you how to fix them easily. 3 Common [...]
Sales is like dating in many different ways. This parallel allows us to look at dating concepts to get new ideas and clarity on how to sell better. That is what we discuss in this video as we go through a set of dating concepts that we can bring over to our sales efforts. [...]
I interacted with dozens of salespeople this week at a trade show, and it provides a great example of how to increase sales. Every salesperson I spoke with made the exact same mistake. In this video and blog, I will show you how to fix that mistake, and that same fix can be applied to [...]
In this week’s livestream, we discussed conversation-based selling, a sales methodology that focuses more on selling the conversation than the product. This sales methodology will not only help you sell more, but also make selling easier. The Product-Based Sales Approach Conversation-based selling differs from what most salespeople do, as the most common approach is [...]
In this video and blog post, we talk about how to improve sales appointments by focusing more on the prospect. What we show you here is part of a prospect-focused sales approach, which is where we make our communications and sales process steps more about the prospect than about the product we are trying to [...]
What I am going to show you in this video will completely change and improve how you sell. And I am confident that this will be different from what you are doing today because what I will discuss is different from what any salesperson I work with does. Product-Focused Selling I receive a lot [...]
In this video, we discuss how to be a good closer in sales. We will discuss six easy-to-adopt tactics that will immediately make you a better closer. Trial Close Soft Close Hard Close Compelling event Mutual Action Plan Sales takeaway Trial Close Questions Trial close questions are questions that perform a test close on [...]
This is module 9 in the Smart Sales System, where we will discuss how to use voicemail messages most effectively in sales. You might not think much about what to do with voicemail: you might just hang up most of the time, then leave a voicemail every once in a while, asking the prospect to call you [...]
In this week’s Mindset Monday, we discuss how to decrease the fear of cold calling. Regardless of your level of sales experience, we can all feel fear when it is time to pick up the phone. The bad news is that this anxiety or dread will always be there to some degree. And the good [...]
It can be tough to be organized and prepared when cold calling. Cold calls are brief, fast-paced, and you never really know where the conversation will go, as there's a lot to discuss. But in this video and blog post, I share a method that solves all of that and makes you sharp and prepared, [...]