3 Customer Service Secrets
How would you rate your cell phone company’s customer service? To get the answers to these questions, we conducted a survey and here are some of the words consumers used most often:Dread Frustrated...
View ArticleGift Yourself the Power Phone Scripts
What is the one thing you all wish for this season? More money, right?If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it?And if you’d like to make...
View ArticleThe Best Goal Setting Technique
Happy New Year!If you’re like most people, then you’ve got a lot of goals in a lot of areas, don’t you?If you are feeling overwhelmed with all you’re going to accomplish, you may be wondering where...
View ArticleClosing Sales is Like First and Goal
Hope you’re enjoying the NFL playoffs. A client and I were talking about that Bear/Eagles game a few weeks ago, and (besides the Bear’s kicker—I do feel bad for him), we were talking about that last...
View ArticleWhy Use More Tie Downs and Trial Closes?
I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the...
View ArticleObjection: We Are All Set
As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy.Responses that work.And that’s...
View ArticleGetting Cell Phone Numbers
Having trouble reaching your prospect after your initial call?Here are two ways you can ask for – and get a prospect’s cell phone number.
View ArticleThe 2-Minute Referral Script That Is Killing It!
(I’m going to give you a formula, and a link to a short audio using the script, that guarantees you’ll get tons of referrals… but first let me vent.)Everything you’ve ever read or heard about referrals...
View ArticleOvercome All Objections With This One Question
Want to know a secret about objections? There are really only two types:Real concerns that need to be addressed, and, once you do, you can then close on, and,Smokescreen objections hiding something...
View Article3 Ways to Overcome Call Reluctance
Do you or your team suffer from call reluctance?Would you rather send emails than make calls?If you have to pick up the phone for a living, then I’ll bet making cold calls isn’t one of your favorite...
View ArticleStop Talking Past the Close
How many tie-downs and trial closes do you or your team use during their presentations?If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble…In an earlier blog, I...
View Article10 Conversation Starters with the Wealthy
I have a secret for you. Most financial advisors assume the wealthy have tons of advisors chasing them. They don’t. The upper middle income has tons of advisors chasing them but the truly wealthy are...
View ArticleI Just Need More Prospects
Most of the agents we talk to will tell us… “I do not have a problem closing sales once I am in front of prospects! I just need more prospects!”However, what most of these agents do not realize is that...
View ArticleCatch Two Birds with One Sale
Clients are often hesitant to purchase life insurance, despite the fact that it is a valuable tool in financial portfolios. However, with the costs of stand-alone LTC coverage increasing each year,...
View ArticleOne Technique to Avoid Ghosting
We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up!Or, you have an amazing, and what you think is an engaging demo call and you set a call back and,...
View ArticleWhen Prospects Go Cold on You
Don’t you just hate it when a prospect, seemingly very interested in the work you do, suddenly goes MIA?Of course, there are any number of reasons why this can happen. It’s possible, that you didn’t...
View ArticleIf You Love Sales, Then Pass This On
Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles. I found a short book called, The Salesman’s Book of Wisdom,by Dr. Chriswell Freeman, and the...
View ArticleThe Power of Optimism in Sales
Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of...
View ArticleThe Power of Thinking BIG!
Ralph Waldo Emerson wrote, “The world is all gates, all opportunities, strings of tension waiting to be struck.” Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He...
View ArticleThe 5 Secrets to Get Your Email Answered
Tired of your emails not getting answered?If you’re a sales rep who is sending emails and waiting… and waiting for responses that never come, then why not use some best practices that will give your...
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