SALES CONVERSATIONS

Danger, Danger! The Pitfalls of Premature Proposals

We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements Yet in sales…I see buyers ask for a...

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The Qualifying Conundrum in Sales: Misfit Clients Beware

Let me ask you a question or two: Is every client you’re working with someone you wish you could duplicate? Are they profitable, finding value in your solution, and do you look forward to your next conversation with them? If you didn’t answer a resounding YES to those questions – maybe it’s because they aren’t the right clients for you… and if...

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To Make More Sales, Make Time for Preparation

Have you ever watched what an athlete does before their event? Or any type of performer before their production? There’s stretching, visualizing, time with their coach and teammates or cast members, practice, and often quiet reflection. They often say they can “hear” the applause from the crowd in their head during their preparation. No matter...

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Stop the Interrogation: Go Forward with Conversion

I am a Law & Order SUV junkie – I enjoy figuring out the plot twists and whodunnit. I watch with interest how the detectives interrogate the suspects to get to the truth…or what they believe is the truth…and the information they seek. They sit across the table and look them straight in the eye. They ask questions that include assumptions and...

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How Many Follow-Ups Does It Really Take?

How Many Follow-Ups Does It Really Take? At the risk of aging myself, there used to be a commercial for Tootsie Pop suckers in which a young child asks the wise owl, “How many licks does it to take to get to the center of a Tootsie Pop?” It was a set up to the premise that no one really ever knew because the lollipop was soo good people “bit”...

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Why You Must Date Your COIs to Earn Referrals

Why You Must Date Your COIs to Earn Referrals Have you heard of the show Married at First Sight? The premise is that “experts” set up arranged marriages and the couples meet at the altar. Then for 8 weeks they must figure out whether they want to build a life with this person or get a divorce. And only 6 of 25 couples have remained together for...

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Look Under That Rock to Find COIs and Referrals

Look Under That Rock to Find COIs and Referrals In your search for viable leads or prospects, you’ve probably heard this wise advice: “Build relationships with centers of influence – or COIs to gain a big referral source.” And yet in my 20+ years of working with financial advisors, I hear more disappointment in the results of these efforts than...

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The Conversation Opener That Closes Sales

The Conversation Opener That Closes Sales Did you know that the start of your sales conversation has a huge impact on the end of your conversation? Let me illustrate with this example. Last week, I was anxiously awaiting a two-week in the works sales appointment with a service provider for my business. It’s a service I needed. I was excited. He...

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It’s Not Small Talk; It’s Smart Talk

For two weeks I looked forward to a sales appointment. An appointment where I was the buyer, not the provider. My company desperately needed the service being offered and I had high hopes I was going to get a solution to a nagging issue.Imagine my surprise then when Mark showed up at my office, sat at my table, opened his portfolio and said,...

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