‘ NOTE: If you haven’t done so please read the previous two posts – ‘Referrals, Please Read This’ and The Best Way EVER Pt. I Ok, so now you’ve made a sale AND the client is now in a peak state because he/she fully understands and loves all the benefits you have provided. You are now set up perfectly to ask for …

Ok, hopefully you’ve read my previous post, ‘Referrals, Read This’. (If not click here). I was a little cranky and critical of you guys and gals in my last post. You know I love all of you, so I’m going to make it up to you. I’m going to give you the best way EVER to ask and get referrals. …

Referrals are a State of Mind  Referrals, Referrals, Referrals. How many ways have you heard trainers, coaches and managers tell you to get referrals? Yet, why do most salespeople constantly struggle getting them? You ask any salesperson and they will give you their own referral script. Yet when you ask them how successful they are, the plethora of excuses come forward. Do …

Ok, thanks for sticking with me on this. The CURE: Remember your objective is always about the client and your outcome is always selfishly for you. So your objective for picking up the phone is to inspire, develop rapport and let that client know you only want to provide free value. Let me explain When you come from a place of inspiring …

Are you sick and tired of hearing the phrase ‘phone reluctance’? Do you look at the phone as a trip to the dentist office? You hate going but you know you have to do it. If you’re like me, you’ve heard so many people give us so many different ways on how to cure phone reluctance. Perhaps you’re tired and …

GET A SALES PROCESS NOW! What is your lead time between first contact and a sale? A month? Two? Four? More? Are you tired of chasing after your clients to get appointments and give you information? Wouldn’t it be great if your clients just followed your direction? If you answered yes to any or all of the above, welcome to the …

NOTE: I always use client rather than prospect. It gets you in the right frame of mind as you are assuming prospects will become clients. I have one of my clients to thank for that. When picking up the phone to call a client do you know what your objective is? Do you know what your outcome should be? Same …

I might have mentioned previously what Dictionary.com had for their definition of selling, “to persuade or induce.”  On the other hand, the definition of buy is, “to acquire or purchase by exchange.” I would go further by adding my own definition of each. Sell – to coerce or manipulate someone to purchase a product or service they did not want …

Do you know how most salespeople are constantly struggling to find quality prospects and hate cold calling? What I do is provide salespeople with a powerful marketing blueprint that allows them to attract countless quality prospects so they become the HUNTED instead of the hunter. Now how does that sound? If you’re like all salespeople you are on a never ending …

You can always spot the great salespeople and those who produce the most. The way they think, feel and act is just different from the rest. We can pick them out from a crowd; they have this aura about them. So what’s different about them? What makes them better or more successful then the rest? What makes them produce at …