Tag Archives: closing new business

Be a Sales-Maker, Not a Sales-Taker

Be a sales-maker, not a sales-taker. Seems simple, doesn’t it, yet as a sales trainer for all these many years I’ve come across more than my share of takers. Sales takers: tend to rely solely on referrals for their business, do not creatively up or cross sell or probe for additional opportunities, or engage in […]

What Are the Three Most Beautiful Words You’ll Ever Hear?

The three most beautiful words you’ll ever hear? Nah, it’s not what you think! It’s “tell me more.” It means: You’ve said enough to stimulate my interest. Your communication style is engaging. Your message is compelling. So, ask yourself: When I introduce myself do I try to tell people EVERYTHING, including things that are downright […]

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Sales is Sales is Sales is Sales is Sales

Sales. It is not marketing. It is not branding. It is not social media. Sales is what happens when you do those things effectively but in all honesty you can sell even if you do none of the above. Is it more difficult? Most definitely? Is it possible? Once again, most definitely. The best strategy […]

5 Top Tips to STAY VISIBLE and Sell More

Wanna stay visible and not spend a boatload of money? Here’s how: 1. Content is king but not BS content or boring content or content that always brags about “you.” Content that educates, informs and engages all of the senses works best. 2. Pick up the freakin’ phone and make a call! Not a text, […]

Why Selling Isn’t Different During Covid19

Selling now, selling then and really, it’s not all that different. The pandemic is different. It sucks. No more wasted space on that. But selling. Didn’t we always: Create solutions that could help our clients derive value, benefits and improvements. Provide creative ways to execute solutions in such a way that our clients could “afford” […]

Let’s Hear It For Routines

Let’s hear it for routines. I tend to get up each morning at the same time as I did pre-Q, read the paper, have my first cup of coffee, down that lemon water, shower and and get dressed. It’s all pretty quick and I do it early. Then I get down to business. Here’s my […]

How to “Close”​ the “Networking Loop”​ and Get Better Results

For anyone in sales, being savvy at networking isn’t just a good skill to have, it’s necessary for long-term success. Networking is an important part of building relationships with clients, vendors, and even your competitors. The reality is that people choose to refer business to and do business with those they already know and trust. […]

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3 “No BS”​ Ways to Increase Business Right Now

Is your business doing well? Regardless if you feel that you or thriving, or merely, surviving, here are three tips to help you build the business right now: 1)   Be flexible, creative and make an offer that people WANT. Don’t be rigid and stick to what you’ve always done before; old tricks just might not work. Do […]

A Case of TMI (Too Much Information)

Cyber-introductions can be a time-efficient and effective way to bring two people together and start the networking ball rolling. When you are on the receiving end of a cyber introduction follow these simple guidelines: Don’t ignore it. Sounds crazy but there are folks that are on the receiving end of an introduction and do not […]

Consultation or Sales Call? You Be The Judge.

For any salesperson, the objective of a sales call is to uncover a prospect’s needs, present a solution, and offer products or services if there is potential synchronicity. Many salespeople, however, disguise their request for a sales call, referring to it as a “consultation” instead, as if there is something seedy about meeting with a […]

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