The greatest mistake most salespeople make in selling is not clearly communicating to a prospect, “Here’s why you should spend your money with me instead of the other guy.” Let’s face it…very few of us have no competition.  Customers can buy similar products and services from other companies, making it hard for a customer to […]

“Just the facts madam,” may have worked for Joe Friday in Dragnet but that approach can have quite a negative effect when communicating with prospects and customers. Savvy salespeople understand that telling stories to communicate marketing information is the most effective way to help consumers process it and retain it. Think I’m wrong?  Take a […]

Attention Salespeople: Avoid doing these 10 things because you’ll annoy a lot of prospects and customers. No. 1: Saying there isn’t any competition There’s rarely a product or service that doesn’t have competition. Just about every industry has some form of competitive products and services. No. 2: Claiming that their product or service is the […]

Would you like to move forward? Are you ready to get started? Can we go ahead? We can start the process today with a credit card if you’d like. We can be protecting you by the close of business tomorrow if you’d like. We can have you protected by the end of the month if […]

The Internet has changed the way your prospects buy goods and services. For you to succeed in this era, follow these 21 simple steps: Prior to the Sale: #1 – Research prospects prior to each meeting. Use automated tools like “Gist” and “Google Alerts” to help you with this process. #2 – Connect with prospects […]