Making cold calls is a difficult job, no question about it.  If you are in the field of sales you know exactly what we are talking about it. Making cold calls is a scary thing for the majority of the population.  BUT, there are ways to make cold calling easier and...

How many times over the last year have you either said or heard the line, 'I think you're on mute'? Probably more than you want to count.  We are all very aware that virtual meetings have become a new way of doing business - whether it be recruiting and interviewing,...

Want to learn the step in the sales process that most salespeople overlook? Want to close more deals? Trial closes are one of the best ways to test the waters with your prospect and find out if you are on the right track in the sale. Start using these today and begin...

We're sure you would agree that booking an appointment with a prospect and getting the prospect to actually show up are two different things.  We understand the frustration that comes with a prospect 'no showing' an appointment and is why we put together these 5 tips...

A full pipeline can solve all problems as a sales person or as a business owner. This is NOT to be confused with "The Customer is Always Right." We all know that is not true. The customer doesn't show up. The appointment cancels at the last minute. Prospect says to...

Closing is what separates the dreamer from someone who makes their dreams come true. If you're looking to improve your closing game then keep in mind these top 10 mistakes that salespeople make when it comes to closing.   Never attempt the close Pressure is...

NO MATTER WHAT PRODUCT YOU ARE SELLING, THE FIRST RULE OF SELLING IS ALWAYS, ALWAYS, ALWAYS AGREE WITH THE CUSTOMER THIS IS THE MOST VIOLATED RULE IN ALL OF SELLING, AND IN LIFE.  This is NOT to be confused with "The Customer is Always Right." We all know that is not...

Asking for referrals is one of the best ways to grow your pipeline and get new business.  There are two keys to success when asking for referrals.  ASK OFTEN  USE THE RIGHT SCRIPT  How do you change a customer's attitude The most common referral script salespeople use...

Your customer's attitude: Whose responsibility is it? The professional salesperson takes full responsibility for not only their own attitude, but the client's as well. So.... How do you change a customer's attitude? Best Practices 1. Have a great attitude 2. Offer...

Do you have a dedicated follow-up plan that you follow with each and every customer? Is your follow-up process as structured as your sales process? Why not? Structured, value-based follow-up is one of the most neglected parts of selling and the majority of salespeople...