Sales

Will You Be The Winner?

Will You Be The Winner?

Negotiating is all about give and take, but who will give more and who will take more really depends on how well you maneuver the process… Always be the leader! You gotta be ready to walk away, and the other party must feel that… Move the negotiations to a point where the other party will […]

If Someone Tells You He Cannot Buy From You, Do Not Buy It From Him!

Just the other day I was cold calling a list of folks who can refer business to my company. With every call I tweaked my pitch a little different, and of course I got all kinds of responses; Positive, Negative and in between. One guy was being very honest with me (I thought). He just told me […]

Getting Through the Gate-Keeper – Rolling Down is Much Easier than Climbing up

Getting Through the Gate-Keeper – Rolling Down is Much Easier than Climbing up

Anybody in sales knows, that one of the very first challenges of making a sale, is finding out who the decision maker is and how to get a hold of that person, so you can have an opportunity to sell your product to someone who can actually buy it. Getting through the gate-keeper has been […]

Sell The Truth

There is the saying that goes: “You win some, and lose some”. Although it’s rather painful, sometimes you lose those that you least expected. In those cases, where you’re confident that you did everything right in order to win the account, you gotta let your client know how you really feel and let him feel […]

The Importance of Calling Back a Lead Within 5 Seconds or Less

The Importance of Calling Back a Lead Within 5 Seconds or Less

If you are doing any online marketing that generates leads through the web, you probably invest a lot of time and money to make that happen. Generating leads is only the beginning and a small part of turning that lead in to revenue to your company. How you handle that lead once it comes in […]

Know-how vs Do-how

In business there are 2 types of people, there are the ones that are the know-hows, and then there are the ones that are the do-how’s. I’ve had this many times in the past when I spoke to people, whether in a business setting or when interviewing for a job, and I was extremely impressed […]

Speak Your Customers Language

Speak Your Customers Language

Have you ever had a situation where you went to the doctor for something more serious than an ingrown toenail? After the doctor diagnosed you, he walks in to the room with a serious face, and starts giving you his diagnoses. 5 minutes in to his speech, you are completely lost, you don’t understand a […]

How Should I Ask For A Meeting?

When asking a prospect or client: “Would you like to meet with me?” or “Can I get an appointment with you?” you are asking him to make a “yes or no” decision on the spur of the moment, and the “no” is much easier than the “yes”, because there is no commitment with this choice. […]

Effective Follow-up

Many times we have people showing interest in our products or services, and after a while of back and forth, putting in some work, presenting our proposal or offer, the prospect is nowhere to be found. Recently I was on the other side of the table. I was getting quotes from a few different providers […]