Category Archives: sales training

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Apr
03

Close More Sales When You Relinquish Your Busy Badge

I don’t have enough time. I am so busy. I just can’t do that right now. Those excuses are more common than the common cold. When life and work get busy, or when you don’t want to feel guilty about avoiding a task or an obligation, the time excuse rolls off of your lips. Time, or lack thereof, is a lousy excuse. Stop convincing yourself that you don’t have the time to be successful. Close more sales when you relinquish your busy badge. Everyone is busy, so that lame excuse means nothing anymore. Chronic excuse-making is an excellent way to evade doing the work that needs to be done.
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Feb
08

Selling Without Selling is NOT Possible

The biggest business-destroying, money-depleting lie that professionals believe is that they can sell without selling. They believe that instead, they should listen, share, serve, educate, and be authentic. All of these elements are a part of selling, but this advice alone will not keep a business in business. If you resist selling, your prospective clients will resist buying. I believe that you can sell without being aggressive.
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Jan
09

The Top 5 Signs That It’s Time To Stop Chasing Prospects

Have you ever had a prospect who agreed to work with you and even said, “Let’s get started!” Then, with no warning, they disappear. You never hear from them again. The silence is deafening. Of course, you have! What do you do next? Most likely, you begin chasing your prospect. You try to catch someone who has no intention of being caught. Many professionals are doing more chasing than catching.
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Dec
14

The Real Reason You Hear Price Objections

Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide. If prospects can’t see the value, they are going to use the one measure that they can see—your prices and fees. When selling against competition your success depends entirely on your ability to
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