Latest Articles
Latest Articles
Perfection Costs You Money
The product or service being delivered must be close to perfect, but the selling communications do not require perfection…they merely need to be made. Too often, we hold back communicating with customers and prospects because we don’t have the perfect thing to say....
We Are Entering The Home Stretch Of The Selling Year
We are entering the home stretch of the selling year. Summer is over, and Thanksgiving, which marks the official start of the holiday season, is just 11 weeks away. Fifty-five business days until the holiday slows down among your customers and sales colleagues. Sounds...
We Get To Help
Friday was my birthday and I am getting old. Something interesting happened that day: I had three different sales calls with people who had recently attended a speech and wished to discuss a possible project together. All three were owners of small companies, and I...
The More Proactive Phone Calls You Make…
The more proactive phone calls you make... The more your customers and prospects will hear your name... The more they will know you are thinking about them... The more they will know you care... The more you will separate yourself from the competition, which is not...
Procrastination Requires More Energy Than Taking The Action
Here is a real conversation I had with a distributor client's salesperson this month: Salesperson: "I keep thinking of this one customer who promised me new business, but I've never seen it. He must have a better relationship with our competitor down the street than...
Your Best Prospects Are Your Current Customers
So many salespeople prospect by seeking to attract customers that are entirely new to you and your organization. Most salespeople prospect by looking to find first-time buyers. But these are not your best prospects. In fact, they may be your worst prospects, in that...
There Are 100 Business Days Left in 2022
It's August 1. There are 102 business days remaining this year, including today, but removing holidays and the entire last week of the year. Let's assume a day off or two, and call it 100 days. That's 100 days to meet your business goals, help your customers, and help...
“I Just Want To Be Happy…”
We are returning from a European family vacation as I write this. We visited Paris, London — yes, unfortunately, during the crazy heat — and a small medieval town in the Loire Valley of France called Chinon. In Chinon, there was an excellent wine shop near our...
30 Closing Questions to Help You Get The Business
The following is an excerpt from Chapter 27 of my 2018 book, Selling Boldly (published by Wiley). You can see it and buy it on Amazon here. How many times has somebody been selling to you, and you’re ready to go, ready to buy, you may even have your wallet in your...
5 Groups That Benefit When You Pick Up The Phone
Making proactive communications to customers and prospects tends to be uncomfortable for salespeople, even though the recipients find them extraordinarily valuable. So it helps to know why we make these communications, who we make them for, and who deserves for us to...