Keep Your Pipeline Full
It's not uncommon to lose focus on your pipeline - or funnel - and consistently filling it with new opportunities. Reps often spend too much time on a few opportunities…
Are You Keeping Your Customers Up at Night?
True, not everyone wants to be reminded of the difficult challenges that may be confronting them, but by filling this role, a consultative seller will further enhance their credibility and…
Shortcuts to the Decision Maker
Every seller knows it can take as many as nine phone calls and emails to finally get the attention of a busy business owner or executive. While this persistence can…
Teamwork with David Starr
In this interview with David Starr, David shared a number of insights into why his racing team is so effective. He told me that trust is paramount, and that working…
Closing – No Tricks Required
So you are hoping for a magic trick to closing? Wouldn't it be so much easier if we could just utter a special phrase that would make our prospects suddenly…
5 Ways to Handle the “No Budget” Objection
It's no surprise that the biggest objection you're facing in today's economy is the "no budget" objection. Now, does this mean that companies aren't buying anything? Of course not! Think…
Sales Questioning Techniques and How to Use Them to Close a Sale
Do you use effective questioning techniques that discover the buyer's needs, wants, and desires, or do your customers feel bullied and interrogated? Can you get buyers talking freely, or do…
What Causes a Sales Slump?
It is so embarrassing. But, it happens to everyone eventually. Most of us do not like to talk about it. Just admitting it seems like an admission of failure. What…
Are People More Inclined to Buy From Someone They Like?
On the face of it, the strongest solution should always win the new business, regardless of how much the client likes you. However, it's commonly accepted that personality factors can…
5 Checks to Increase Your Sales Success
No matter how ready you are to sell something you can't sell anyone anything they don't want. You can say all the right things yet walk away without a sale…