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The Power of Follow Up
It never ceases to amaze me how few sales people make the time to follow-up after they have made initial contact with a prospect or customer. In the last few months, I can think of at least eight...
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Sweat the Small Stuff!
Many years ago Richard Carlson wrote a book called, Don’t Sweat the Small Stuff. Although I read the book—and the sequel—I honestly don’t remember much about them. However, today I read two blog posts...
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How to Master a 30 Minute Sales Meeting
You get a call from a new prospect who wants to meet with you and discuss your solution. He gives you a 30 minute time-slot four days from now. Unfortunately, you didn’t take the time to ask this new...
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23 Penetrating Sales Questions You Need to Start Asking
A couple of weeks ago I wrote a post called, 11 Lame Questions You Need to Avoid. It generated several comments and one reader asked, “What questions should I be asking?” What ARE the questions sales...
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Can You Be Perfect?
Several years ago Billy Bob Thornton played a high school football coach in the movie, Friday Night Lights. During the final game of the season he tells his players to be perfect. He didn’t mean that...
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The Power of an Agenda
Fellow blogger and sales pro Mike Weinberg recently wrote a great post about preparing for a sales meeting and I have to admit that his article rattled my cage a bit. Although I do prepare before every...
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How to Give it Away and Still Make Money
During the last decade or so I have learned that the more you give away, the more you attract. Sound confusing? Allow me to clarify… One of the concepts I consistently “preach” about is adding value to...
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How to Stand Out in 60 Seconds or Less
In recent months, I have worked with a variety of companies and their sales people still start their sales meetings, appointments and presentations with a corporate monologue. They discuss “who we are”...
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Less is the New Black
Years ago, the longer your sales presentation or proposal, the more people thought it raised their expertise and better positioned their solution. Well, times have changed and more is not better. In...
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Sell Like You’re On The Highlight Reel
I love watching sports highlights on television, especially segments like “Plays of the Month”. What always stands out for me is the effort a particular player made. Whether it was to catch a...
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