The 9 C’s of Selling – Part 1
Selling is a tricky game wrought with traps. Follow these nine Cs of selling to steer you in the right direction and away from potential traps. Clarify Prospects use all kinds of terms that need to be defined by you. If a prospect says, “Looks interesting.” Wonder...
Improving Speed to Trust
Most would agree that a prospect who knows, likes, and trusts you is more likely to purchase. However, trust-building can be slow and gum-up your sales cycle. What if there was a way to dissect the components of “trust” and enable faster trust-building?...Worst Voicemail Ever
In case you are in need of a chuckle, check out this laughable voicemail left on our system. worst vm ever
Using a Mutual Opt-In Sales Process
If you believe like we do, you see that the internet has put the buyer firmly in control of your sales process. To combat this, savvy companies have shifted to a Mutual Opt-In Sales Process. To many, a system based upon excessive transparency, educating instead of...
Stop Overpaying Salespeople
For over a century, top performing sales superstars earned great profits for their companies and themselves. These sales rock stars were worth every penny. As compensation for rock star salespeople increase, the overall compensation for salespeople increased in...Recent Posts
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don’t show up on your income statement but drain profits. Everyone has heard the saying “good things are cheap, and she things are good,” however, we tend to forget it... Read more →
What is the upside to having a Proven Repeatable Sales Process?
A few years back, I was hired by a manufacturing company who was doing 7-8 million dollars in sales per years. They had been in business about 20 years and had experienced a few growth spurts, but were now in a stagnant position the past few years They were struggling to hit the next level. ... Read more →