The road to success isn’t straight, level, or smooth. There are bumps and potholes. Hills and curves. Dead-ends and detours. And as a result, we all get frustrated from time to time. What separates top salespeople—and …
Are You Scary Enough?
Most of the time, we salespeople want to be warm, friendly, and caring. We want to be liked and well-received. But warm and fuzzy doesn’t always get the job done. Sometimes, we need to be scary. Because sometimes …
19 Ways to Follow Up Without Being a Pest
You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your …
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What Do They Need YOU For?
Sales has changed. These days, buyers can get virtually anything they want online. And not just consumers, but business, government, and educational buyers as well. Which brings up an important question: What do …
Twelve Ways to Screw Up a Handshake
Shaking hands is such a sales basic that it’s amazing how often people get it wrong. And a bad handshake doesn’t just start a relationship off on the wrong foot (so to speak)—it can haunt you forever. Because people …
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Physics and Your Closing Ratio
Every sales manager I’ve ever talked with has agreed on one thing: The single biggest challenge salespeople have is closing the deal. There are two reasons closing is such a big problem. One is psychology. The other is …
