Rejection and the 4 S’s Did you know that Salespeople face rejection more than any other industry? Rejection is all around us on a daily basis. Direct marketers who solicit us on the phone are probably the only ones who get rejected more than us. But do you know the difference between us (salespeople) and direct marketers when it comes …

I got a Solution Sorry for the ‘in your face’ NY attitude. I just wanted to get your attention. Did it work? We all have problems. I can’t tell you how many times the word Problem or as I call it the ‘P word’ comes out of my client’s mouth. Everywhere we go, no matter who we are with inevitably the …

Ok, you’ve made it this far. Nice Job. However you have one last important step. Capitalizing on the referrals you’ve gotten by getting appointments. After all what good is it if you did all the previous steps but never got appointments out of it? I know I’ve given you a lot so far, so let’s sum up everything to this …

‘ 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 …