Articles

Nov, 22 2011 | Enterprise

Closing a Sale Is Straightforward: Give Your Prospect a Task

Giving a winning sales presentation doesn’t guarantee that you’ll close the deal. Asking your prospect to engage in the process does. Consider this sales scenario: You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. The sales prospect:    •    Thanks you for the insights you provided    •    Agrees that […]

Nov, 17 2011 | Enterprise, Featured, Small Business

The Business Case for Referrals: Do the Math

The Premise Referral prospects convert to clients a minimum 50% Average sale is $25K (USD) – Adjust this number for your business 90-day timeframe to close the sale

Nov, 17 2011 | Enterprise, Referral Sales, Small Business

Book Your Sales Calendar: Five Lunches, Four Breakfasts

Employ a referral-sales strategy and you’ll close business on more than 50 percent of your sales meetings. Really. The secret to building a solid sales business? Five lunches and four breakfasts each week. That’s nine meetings a week. It could be 10, but who wants to meet for breakfast on Monday morning? The Magic Meeting […]

Nov, 10 2011 | Enterprise, Small Business

Stand Up For Your Sales Self

Don’t believe everything they say, believe what they do. And do right by your business—you’ll be glad you did. I recently delivered a keynote address on referral sales at a company sales meeting, and I met several interesting and important (in the company) people. I typically offer to autograph my book, and I give it […]

Nov, 03 2011 | Enterprise, Small Business

How to Seal the Sales Deal with Real-Life Results

Give your prospects real insight to your sales results. Here’s how to set up and tell the sales story. Whether you’re in inside or outside sales, you sell. You don’t have time to wait until marketing creates case studies. And, for the most part, you don’t need them. Case studies have their place: they’re collateral […]