Tagged With "Closer"

TY for Liking Larry!

Nicely said Art!

TY Dave! Thanx for "liking"!

I guess I will be the one who steps outside the box here and rock the boat a little. I'm not saying that this Blog is 100% correct but he has some good points. I am looking at my numbers from the year before...up 19% and thinking to myself what was the biggest change I made last year to get that kind of a bump. I made quite a few changes, I worked hard of course but I worked hard in 2015 too. One of the biggest changes I made that when interacting with my prospects I worked like I didn't...

Kyocera Guy I appreciate the comment! Glad you rocked it with a 19% increase in revenue. I would rather read content from you and others that are actively selling rather from those that are either too far removed from sales or those that have never sold anything. Ty again for the comment!

While that blog has some valid points, much like Art, I'm more inclined to think "when's the last time that writer took off their headset and actually pushed some pavement or had a face to face meeting?". While there is something to be said about not hard closing all the time, it's got to be done but with some skill. In my nine years doing this, each sale is different in that there are some customer that want to be hard closed and others that have their own way of making a decision. One...

In recent months I've been reading more blogs and LinkedIn pulse articles that are touting the new sales methodology , the more I read the more I hate them. After doing research on the author I find that the author was never in sales or had a really short career (thus the reason they are writing and not selling).  The one common thread in most of these articles, is the point that clients aka prospects do not want to be closed with the old traditional selling...

Years ago, many of us old timers carried testimonial letters from current customers.  Most of the time these testimonials were used when we encountered an objection.  For example, the prospect may state, "How soon can I expect to see a service engineer?".  What's the standard response every rep states?  "Mr. or Mrs. prospect we'll be in there in less than four hours".   Maybe we change to, "Mr. or Mrs. Prospect if we can deliver on-site service in four...

Years ago, many of us old timers carried testimonial letters from current customers.  Most of the time these testimonials were used when we encountered an objection.  For example, the prospect may state, "How soon can I expect to see a service engineer?".  What's the standard response every rep states?  "Mr. or Mrs. prospect we'll be in there in less than four hours".   Maybe we change to, "Mr. or Mrs. Prospect if we can deliver on-site service in four...

K, so I'm a fan of selling, whenever I come across a blog or an article about sales, I'm all in for learning something new. On Friday, I ran across this The Danger of Using Legacy Sales Techniques in 2017 . Personally, I'm sick and tired of reading sales/selling articles from people that don't have end user sales experience. Go ahead check out this persons LinkedIn bio here . I'll admit the bio is impressive and he seems to be a successful and great person, however where is the damn sales...

More this year than any other year, I'm finding more prospects that are slow to pull the trigger for the purchase or lease. The slow down with pulling the trigger balloons your pipeline because you aren't winning or losing. With the larger pipeline there's also more time spent on managing the prospects that are in the sales cycle vacuum. Promos and Specials The question then becomes is how to get these clients to move? Many of our dealerships have promotions and specials on any given month,...

Must-Watch Sales Movies for Inspiration and Entertainment If you're in sales, you know how important motivation and strategy are. Movies can be a great source of both. Whether it's the cutthroat world of high-stakes deals or the humorous mishaps of a bumbling salesman, there's something to learn and enjoy. Here's a list of some top sales movies to check out: 1. TIN MEN This classic film dives into the competitive and often unscrupulous world of aluminum siding salesmen in the 1960s. Filled...