A Deal Delayed is Still a Loss
Not closing a sale "on time", is almost the same as losing that sale. You might think …Hey, if I closed the sale, that’s great. It doesn’t really matter if I close it this month or next, as long as...
Read MoreMonth: February 2007
Why Big Fish Deals Are Dangerous
Ever have a big fish prospect on the line? Well let me tell you they are real exciting. Big fish deals are the kind that you can make your quota off of in one shot. Exciting as they are, big fish deals are also dangerous. They...
Read MoreWhy You Should Prospect for Sales Leads Daily
The best way to prospect for sales leads is to do it daily. Whatever your mix of sales prospecting activity – cold calls, emails, letters or grabber packages – you gotta do some activity every day. When you do your...
Read MoreHow Much Value is Enough When Selling?
In small sales, you don’t really have to focus on creating value very much. Show someone a gadget, all its features and accessories, and if you impress upon them that it has the right features at a reasonable price, then...
Read MoreRomantic Sales People Aren’t “Always Closing”
How do you romance a prospect? Well you don’t do it with ABC, "Always Be Closing". ABC is what streetwalkers and carnival barkers do. If you’ve ever had the unfortunate experience of driving (or worse...
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