Episodes

One of the keys to closing the deal I headlined last week is following up. The average salesperson makes two calls. 80% of deals are made on the 5th to 12th call. In this episode I give you 7 ways …

Sales Closers are not born. They are made. They learn the sales process and hone their craft. In this episode I ;ay out the 6 step sales process and then the 7 reasons why people fail to close the deal

Sales Closers are not born. They are made. They learn the sales process and hone their craft. In this episode I ;ay out the 6 step sales process and then the 7 reasons why people fail to close the deal

Good salespeople set goals. Many of them write them down. Rainmakers go a step further. They setup systems that ensure their goals are met and/or exceeded. We'll touch on 4 essential systems with an emphasi son the first one--Your...

Good salespeople set goals. Many of them write them down. Rainmakers go a step further. They setup systems that ensure their goals are met and/or exceeded. We'll touch on 4 essential systems with an emphasi son the first ...

Win First and Fight later is an axiom from Sun Tzu, the author of the Art of War. Sizzling sales rainmakers win deals in the discovery phase, and don't claw and fight late in the battle with the only weapon …

Win First and Fight later is an axiom from Sun Tzu, the author of the Art of War. Sizzling sales rainmakers win deals in the discovery phase, and don't claw and fight late in the battle with the only weapon …

Executive Presence is exuded by some people. In this episode I explain it is not a genetic gift. It is a capability you can build. Here are 5 ways to build it so you can be more confident, more assured …

Executive Presence is exuded by some people. In this episode I explain it is not a genetic gift. It is a capability you can build. Here are 5 ways to build it so you can be more confident, more assured …

Great salespeople don't do different things. They do things differently. In this episode I share two things all salespeople do but do them in a different way to deliver greater success

Great salespeople don't do different things. They do things differently. In this episode I share two things all salespeople do but do them in a different way to deliver greater success.

Objections are not an evil to be avoided! They are signposts for your sale. To be a sizzling sales success you need to have objection handling skills in your arsenal. In this episode I'll give you ways to effectively disarm …

Objections are not an evil to be avoided! They are signposts for your sale. To be a sizzling sales success you need to have objection handling skills in your arsenal. In this episode I'll give you ways to effectively disar...

Finding and acquiring new customers is critical for your business. In this episode I share the 5 pitfalls I most frequently see commercial contractors making when trying to attract new business. I'll also share techniques to overcome these...

Finding and acquiring new customers is critical for your business. In this episode I share the 5 pitfalls I most frequently see commercial contractors making when trying to attract new business. I'll also share techniques t...

Sales is a lagging indicator. Belief is THE leading indicator. Top sales sizzlers exude total conviction in themselves, their service sand their company. This compels their prospects to buy from them. This conviction comes from their inner...

Sales is a lagging indicator. Belief is THE leading indicator. Top sales sizzlers exude total conviction in themselves, their service sand their company. This compels their prospects to buy from them. This conviction come...

To produce consistent sales even in economic downturns, you need to prospect for new business. The most effective prospecting tool is the telephone. Many are scared of picking up the phone to call new prospects. Thye fear...

To produce consistent sales even in economic downturns, you need to prospect for new business. The most effective prospecting tool is the telephone. Many are scared of picking up the phone to call new prospects. Thye fear ...

Growing sales is always challenging particularly in a competitive bid environment. In this episode we look at 4 Ways to Grow Sales via the 4 R's: Reconnect: Awakening Past Relationships Reap: Harvesting the Bids already in Your Sales Pipeline Reach:...

Growing sales is always challenging particularly in a competitive bid environment. In this episode we look at 4 Ways to Grow Sales via the 4 R's: Reconnect: Awakening Past Relationships Reap: Harvesting the Bids already in...

One of the biggest reasons we fail to make the sale is we don't get to the decision maker early enough or at all. The job of you the salesperson is to deliver the decision maker to the sales process. …

One of the biggest reasons we fail to make the sale is we don't get to the decision maker early enough or at all. The job of you the salesperson is to deliver the decision maker to the sales process. …

3 types of sale campaigns--the Bake Off, The Trade Off and the Lift Off. Which campaign type dominates within you or your sales team?