Now why would you want to know how to lose a sale? I mean, you’re paid to close sales, not lose em. Right? Well if you know how to lose a sale, then maybe you can become aware of behavior in the future when you are doing...
Read MoreI want you to imagine something for a minute. Imagine for a minute that you had done some things differently this past year. Imagine that you had done more prospecting. You wrote letters. You sent out emails. Heck, you even...
Read MoreHere’s my Sales Thought for the Week… Scripted agendas are why your prospects think that sales people are going to waste their time. Focus on what you are going to ASK your prospect, instead of what you were going to TELL...
Read MoreSomebody asked me the other day about how to handle unspoken, repetitive objections that come up. What we all find in selling is that certain issues come up over and over again that are specific to what we sell and who we sell...
Read MoreOne of the biggest unspoken fears prospects have of sales people is that you will waste their time. Everybody is really busy these days. More to do, than there is time to get it all done. So prospects brush off sales people fast...
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