The Thrill of Going in for the Kill Could Be Costing You Deals
Times have changed. Times will continue to change. Information flows more freely than ever. Consumers are educated and aware of most common sales tactics. Yet many of you reading this right now still try to close people the old way. The old way? You know things like “The take-away” close “the what’s next?” close […]
Top 10 Most Common Sales Objections and The Scripts To Close Over Them
Objections suck. They are a direct reflection of how well we have done our job. A master salesman will address objections up front, during the sale process, but we know things don’t always go according to plan, in sales. Objections suck for the salesperson and the prospect. The salesperson can lose the deal, and prospect’s […]
The Secret Behind The Two Step Upsell Strategy
“Would you like fries with that?” Has probably made more money than any other phrase ever crafted by a salesman. This sentence is pure sales genius. It’s simple script that any order taker can memorize in seconds. The best part about it, it doesn’t even seem like a sales pitch. McDonald’s “would you like fries […]
10 Solid Scripts To Handle The “It’s Too Expensive” Objection
Th other day, I ran a contest on my Facebook fan page, to see who had the best script to handle the “it’s too expensive” objection. There is over 100 scripts on the post. It’s gold. You can read it here. My man Adam Kanoff won, with his simple, yet profound script on quality. Saying […]
Two Types of Salespeople [Video]
Ever heard of the DISC test? If not, it’s a personality test that tells you whether you belong in sales or HR. Each letter of D.I.S.C. stands for one of personality traits. With 7 billion humans on this planet, some super smart person was able to nail them down to four categories. Two of which […]
The Cost of Stupidity vs The Price Of Ignorance
The other day I needed a few things for the house, so I headed to the design district in Dallas. In Dallas there is a part of town that has at least 20 furniture stores all within about 3 blocks. The first place we stopped at was closed at noon on a Sunday. Most people […]
3 Ways Your Past Wins Are Hurting Your Future Accomplishments
One thing I’m sick and tired of hearing is stories that start with “back in the day I used to kill it.” Every time I hear someone say that, I think to myself “why did you stop killing it then?” Because let’s be real, no one ever says “I want to be successful for a […]
11 Top Celebrities Who Are Also Badass Salespeople
These days, it takes a keen eye to spot the difference between just a part of the show, and a paid, placed advertisement. The customer has gotten wiser and as usual, the advertisers are one step ahead of them. You have to really be paying attention to realize who’s monetizing their fame, and who’s just […]
Five Steps To Quckly Building a Sales Pipeline From Scratch
Ever been in a situation where you’ve taken a new job, selling a new product and you’re running out of cash by the minute? You’ve got to make a sale to pay your rent/car/phone bill but you’re brand spanking new. You’ve got to build a pipeline and start closing sales soon or you’re gonna have […]
How To Structure A Winning Sales Pitch For Shark Tank
Are you a Shark Tank fan? Ever wonder what makes Cuban and Corcoran decide to go into business with someone on the show? It’s all in the sales pitch! Think about it, the entrepreneur gets about 3 minutes in front of them in order to convince them to invest anywhere from $50k to over a […]
