Sales Reps Not Closing Sales? Try This

Sales Reps Not Closing Sales? Try This

This broken link is to blame for sales teams’ biggest closing mistakes. “My salespeople can’t close.” This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. It’s just a symptom. The problem is that sales...
Answering Your Most Burning Referral Selling Questions

Answering Your Most Burning Referral Selling Questions

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. (Maybe even more frequently than before.) I’m going to answer them right now. In no particular order,...
Building Client Trust in a Virtual World

Building Client Trust in a Virtual World

To know you is to like you. “As the world shifts to virtual, the challenge is building client trust.” I almost fell out of my chair when I heard this from a VP of Sales. Building client trust has always been a challenge, so why is this new in a virtual world? It can...
The Phrase of the Year Is Seller Access

The Phrase of the Year Is Seller Access

Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople....
Don’t Be One of “Those” People

Don’t Be One of “Those” People

If you’re not nurturing relationships, you’re throwing away good business and hot referral leads. We all know “those” people—the ones who only reach out when they want something. The people who drop off the face of the earth until they need a referral or want an...