The most powerful close you can ever use (in your selling situation and in life in general) is the take away. And the reason it works is because we all want what we can’t have.
You experience this all the time. Ever been to a restaurant and tried to decide between several items? […]
Most inside sales reps I speak with tell me that they don’t use a script, and when I take a look at the one their company has given them, I can understand why — most of them are terrible!
The problem with not using a script, however, is that you are forced to ad-lib it and […]
Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps.
They have tried everything, they tell me. They check references, review similar work experiences, talk to ex co-workers, hold multiple job interviews, and sometimes they even spring for some high […]
I don’t know about you, but 24 hours in a day isn’t enough. And 8 - 9 hours for work just barely covers the paperwork, order follow-up, client calls, e-mails that need answering, voicemail messages, etc. “You mean you want me to prospect and find closing time, too? What, are you kidding?!”
Sound […]
First of all, did you know that you are talking to yourself all day long? (You’re thinking, “Do I talk to myself? What does he mean, talk to myself? I don’t talk to myself!”)
Psychologists estimate that you are talking to yourself at a rate of 1,200 to 1,500 words a minute (in contrast, when […]