Master salespeople are always looking for a performance edge. One of the tools that they employ is surveying their client base, especially shortly after a sale is completed. National companies do it all the time. Some small companies do too. Most average salespeople don’t bother. That is a critical mistake and here’s why. Surveying customers…
Continue Reading
The ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level the prospect has or is considering buying and should be welcomed by the salesperson. An objection is a reasonable concern on behalf of the prospect,…
Continue Reading
I have to admit, I just don’t get it. I don’t understand why anyone would be willing to pass up the opportunity for real success. Yet they do it every day. And not just a few but the vast majority. Think about it. How many people do you know who are truly successful? I don’t…
Continue Reading
We’ve heard it all our lives. Even before we got into sales. Even as youngsters growing up, we heard it. “The customer is always right.” Well, I’m about to tell you that this universally accepted phrase is completely wrong! Let me explain. Here’s a true story. A man (customer) walks into a car dealership. He…
Continue Reading
Most sales professionals know that one of the secrets to successful sales is asking good questions. Many times, however, the most important question is the question you must ask of yourself. “What? Ask me questions? You mean in the middle of a conversation with my customer?” No, no, nothing that drastic. Not that drastic, but…
Continue Reading
IoT Applications in Agriculture Despite a growing population, now predicted to reach 9.6 billion by 2050, the agriculture industry must rise to meet demand, regardless of environmental challenges like unfavorable weather conditions and climate change. To meet the needs of that growing population, the agriculture industry will have to adopt new technologies to gain a…
Continue Reading
Last time, I covered the first five things to make your cold calling life much easier. Below you will find the final five things that will make it easier… Send Stuff but Don’t Ask About It. – There are lots of opinions on sending letters or marketing materials to a prospect before a call. Anthony…
Continue Reading
I’ve been doing straight business to business cold calling for nearly five years now. Along the way, I’ve picked up a few tips from other experienced callers, on-the-job experience, Webinars, and books by some of the experts. If you’re thinking about a career in B2B lead generation or just need a few tips to make…
Continue Reading
Ready to impress your clients and look like a pro at the whiteboard? In this short article, you’ll find out the biggest little secret to jumpstart your sales success. More and more sales professionals, educators, and business leaders are using a whiteboard. Turns out, it is the fastest way to simplify complex ideas and involve…
Continue Reading
In Part 1 of this series, I introduced you to a very simple formula that will lead to amazing, jaw-dropping sales results. In fact, by using the MAP you will close more sales even if you have never had any sales training and hate the whole idea of selling. The reason that sales skills are…
Continue Reading