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Aug, 16 2012 | Uncategorized

I Took My Own (Referral) Medicine and It Tasted Great

Relationships power referrals. Referrals rock sales—rock yours. I received four referral introductions last week. I could hardly believe it. Even for me, that’s a lot. In all cases, people offered referrals before I asked. How did they happen? Referral #1: The Banker The client, Jim, is a great connector and frequently invited me for coffee. […]

Jul, 12 2012 | Uncategorized

Say No to the Sales Mantra, “Always Be Closing”

Bury “ABC.” Better in sales to “always be asking” (ABA). No more acronyms, please. For example, “ABC:” always be closing. I dislike that phrase. It’s pushy, salesy, and off the mark. Yet, this phrase is used time and time again. (It’s a part of the American sales DNA, as immortalized by Alec Baldwin in Glengarry […]

Mar, 01 2012 | Referral Sales, Uncategorized

The Multitasking Myth: Are You a Culprit?

Juggling many activities decreases your productivity by 25 percent. I slip into multitask mode when I know I shouldn’t. I check email when I’m on a call,  should be writing, on my phone (not, of course, while I’m driving). Are you a multitasking culprit?  Tony Schwartz, president and CEO of The Energy Project, wrote a great […]

Jan, 19 2012 | Uncategorized

What America needs most can be describe in one word… (fill in the blank)!

It’s time to stop complaining, and start committing to your sales excellence. You might anticipate my answer to what I think America needs most is referrals. You’d be partly correct. It’s not only what America needs; it’s what the world needs. You know by now that referrals don’t just happen. Referrals must be the focus […]

Jan, 12 2012 | Uncategorized

Want the Sale? Watch What You Say…

Act like a professional, speak like a professional. Your words make all the difference. “Connect with people, and you have the sale. Connect with the business issue only, and forget it.” I wrote something like that in my book, and it still rings true. However, “connecting” doesn’t mean using slang and words and phrases that […]

Jan, 05 2012 | Uncategorized

New Year’s Resolutions Are Rubbish

The key to really changing behavior is commitment and manageable goals—go weekly! The New Year’s Resolution checklist: Every year it’s the same—we make New Year’s resolutions about everything—but mostly about eating better, losing weight, and better managing our finances. Some of you may even have “build a referral business” in your list of resolutions (hurrah!). […]

Dec, 08 2011 | Uncategorized

Closing the Deal: It’s Never About the Technology

Solid, smart sales are focused on our clients’ pain points, not on the tech demo. Why is it the one of the first things we hear from a software salesperson is “I’d love to give you a demo”? Of course you would. You want to show me your cool technology with all the bells and […]

Nov, 22 2011 | Uncategorized

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 | Uncategorized

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, 10 2011 | Uncategorized

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 […]

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