There are no second impressions. This is why the first few seconds of a phone call, especially with someone you don’t know, are so critical. With only a few seconds to grab someone’s attention, how you introduce yourself can make or break your deal – before it even begins. For some reason, the first few […]
Month: August 2017
What Happens in Vegas: 11 Sales Tips I Learned After Getting Drunk And Buying A Timeshare
I’m out in Singapore all week this week so didn’t have time to write a new blog post so I’m going to repost an all-time favorite. Enjoy! Ok. This is one of my more embarrassing stories, but I always try to learn something from my mistakes. I apologize in advance for the length of this […]
Guiding Principle #7: Confidence Overcomes Most Shortcomings, Except An Ego
There is a fine line between ego and confidence but a huge difference. You know ego when you see it and it tends to act as a repellent. Confidence on the other hand tends to draw people in like a magnet. As sales professionals we need to build and exude confidence while avoiding ego at […]
Creating a Sense of Urgency
I get asked this question on a regular basis: “How do I create a sense of urgency with my prospect/client?” I wish I had a specific technique that addressed this but I don’t. However, I do think the answer stems from one specific thing: the top priorities of the business. The priorities of the different […]
The Problem With Most Meetings – Aligning Temperature Levels
For many of us the sales meeting is our favorite part of the sales process. It’s our time to shine and do what we do best. We are face to face with the client using all the tools in our arsenal to convince them to buy our product and invest in us and our company. […]