Sales Follow Up is Where The Money Is

5 Comments / sales objections / By

The Money Is In The Follow Up

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How do you know when no means no in a sales’s situation? 

It’s so true. Sometimes when we get objections or a prospect says no, we get a little bit frustrated and flustered and we don’t know what to do next.

Start to look at objections as requests for further information,

because a lot of times when people are saying no, they’re really giving you an objection. They’re asking you for more information because they don’t understand something you said, they don’t read more

How To Qualify A Sales Prospect and Increase Sales

2 Comments / sales prospecting / By

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Have you ever been in a meeting with the client, only to find that someone else needs to be in on the buying decision? What are the odds of closing that sale today? 

What, if anything could you have done to make sure that all the decision-makers were at the meeting?

This is called “qualifying the sales prospect”,

and there are three main things that are important in the initial qualifying of the sales prospect. Some of this information you may be able to find out during your initial read more

Non-Negotiables In Your Sales Presentations

3 Comments / sales presentations / By

Non-Negotiables in Your Sales Presentations

or Every Customer, Every Time

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Non-negotiables – what you do for every customer, every time, and why that is so important in your sales process. To your success, and your sanity.

You may not even recognize that you already have your own non-negotiables that you use in your sales presentations, but you do. Think about that. Because once you recognize your non-negotiables, you will be able to keep your client presentation “fresh” every time, while read more

How The Pomodoro Technique Will Help Boost Your Sales

1 Comment / time management / By

The Pomodoro Technique.

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You’re a salesperson, so … what the heck is the Pomodoro Technique, and why do you even want to know what it is? Okay, be a little patient with me, because you know I’m not into wasting your time. Trust me it’s good, and it will help you so much with your time management.

One of the biggest challenges I hear from my listeners every week is “How do I get in front of more people?”

The Pomodoro Theory

is actually a very old technique read more

Ask For The Sale – Closing Techniques in Sales

5 Comments / sales closing techniques / By

Why Salespeople Don’t Ask For The Sale.

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When you are coming to the end of your sales presentation, do you remember to ask for the sale? Do you tell your prospects what the next step is to work with you? I know it sounds simple, but is an important step that many of us miss, or even intentionally avoid. You may be a reluctant salesperson.

In the early days of my sales career, when I was so intent on giving that perfect presentation that I often lost track of how my customer read more

How to Influence Sales in 7 Simple Steps

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How to Influence Sales in 7 Simple Steps.

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Sales is about influencing others to make a decision to buy what you are offering. So how do you influence sales? This needs to be very intentional on your part. Set your intention and carry it through using this simple 7-step process.

But before we start, let’s look at my intention statement. The one I just stated for this blog post. I do that for almost every article. 

In my mind, I already know the outcome of each read more

Why You Should Consider a Sales Career

1 Comment / Sales Career / By

Why you should consider a Sales Career in 2021.

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The number one podcast episode on the Sales Made Simple Podcast, even after 74 episodes is … the first one, about why you should consider a sales career. Much to my embarrassment. Because when you start a podcast, your first few are not your best.

And with my analytical mind, I have tried to figure out why the first episode has stayed number one, for so long.

It was the beginning of a relationship with my listeners. I have shared read more

Why Buyers Buy

5 Comments / Understand Your Buyer / By

Perceived Value Or Why Buyers Buy

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Have you ever heard of the term “neuromarketing”? From a salesperson’s point of view, it relates to how the human brain perceives value, or how and why buyers make buying decisions based on psychology.

If you’ve been following me for a while, you have probably figured out my fascination with the psychology of sales. Why people make the decisions they do, especially … why buyers buy.

95% of our thinking takes place in read more