How Spending Time Up Front Makes you Money in the End

The Power of Rapport

Fred’s at a party and across the room he sees the woman of his dreams. He makes his way over to her, looks her in the eye and says “hi I’m Fred, I have a masters degree in English literature, I can bench press 240 pounds and I love opera would you like to go get a cup of coffee?” Now as you may have guessed, Fred generally drinks his coffee alone. He’s got a lot to offer but he cuts to the chase too fast for most people. However, with a little coaching anyone, even Fred could be much more successful.

On today’s show discover:

  • … why getting right down to business is costing you sales
  • … and how spending a little more time at the beginning can make you more money in the end

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5 Ways a Sales Script Can Make You More Money

Everybody Uses a Script

If you’re in sales chances are really good you have a sales script. Even in face to face sales you have a consistent “pitch”, a standard way you greet your customer and a consistent way to answer the phone.  In phone sales the script is even more important, because you have to rely heavily on the words you use to convey value and close.  If you aren’t taking full advantage of your script you’re missing out on a powerful sales tool. Not using it could be costing you money.

On today’s show discover:

  • …5 Ways your Sales Script Can Make You More Money this year

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How to Encourage Customers to Sell Themselves

No One Can Sell You Like You

Nobody can sell you on buying something better than you and that goes for your customer as well. When they get excited and want to buy, just stand back and get out of the way! What if you could structure your conversations in such a way that your customers actually sell themselves? That would be pretty cool right?

On today’s show discover:

  • …how to keep your customers engaged;
  • …why you need to be careful what you ask for;
  • …how to focus your conversation in such a way that your customers practically sell themselves.

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How To Turn a No into a Yes

6 Out of 10 Say No

When you’re in sales you’re going to hear the word “No” and you’re going to hear it a lot more than you hear “yes”.  In fact, if you’re great at sales 6 out of 10 people will turn you down. And to be great in sales you can’t let the no(s) you get, get you down.

On today’s show discover:

  • …that there’s a positive side to every no;
  • …how to know what no means;
  • …and how curiosity can help you turn No(s) into Yes(s);

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How to Take Advantage of Momentum in Sales

Momentum in Sales

Momentum is a fascinating thing and you hear about it a lot in sports. “They’re on a winning streak, they’ve got momentum”. Now you might not hear about it as much in sales but it’s there. The question is how do you make it and more importantly how do you take advantage of it?

On today’s show discover:

  • … how to build momentum;
  • … how to sustain it,
  • … how to use momentum during your sale to maximize your opportunities.

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