It happens all the time. You think you have a solid deal with the client and all of a sudden, something changes and either they want more, or they want to pay less or both. Their expectation is you’ll just agree because you’re already emotionally invested in the deal. They want you to just drop […]
Today’s show reveals the secret to making deals. Part of that mindset is being able to negotiate deals in your underwear. Join me as I reveal the other five elements of the mindset for a successful negotiation. Season 2 Show 7 Episode 129 The Five C’s of Negotiation Mindset Concern for the Other Guy: Understand […]
This is not the time for sitting home lamenting what has happened and longing for days when everything “returns to normal.” Things will not return to normal. What you are experiencing now is the way things are going to be for the next couple of years. This is the time for you to reinvent your […]
When you cold call you annoy people and interrupt their day but that’s not the only reason to avoid it. In cold calling you demonstrate you are out of ideas and desperate. What clients tell me (and you) all the time: If people were beating a path to your door, you wouldn’t have to cold […]
Prospects will sometimes disappear without offering a reason why. In this show you will discover the questions you can ask to keep this from happening. Sales communication is important because without proper dialogue, you could be wasting time and energy working with someone who never intended to buy in the first place. In this show, […]
➜ How to structure your proposals to close deals ➜ How to close deals in sales more often ➜ Why you should never put your proposal in writing So you’ve got a prospect on the ropes, it’s time to close the deal with an amazing proposal, but then it comes to you: “What do you […]
Is there a recession coming? What should you do about it? These are both great questions. But the first thing you need to know is “what is the meaning of recession?” A recession is two consecutive quarters of negative growth of the United States Gross Domestic Product (GDP). This is the technical, economist definition. A slow […]
LinkedIn is an incredible asset to any business owner. This is especially true in sales, where it’s one of the most useful marketing tools out there. It helps you build your network out with strong connections, but only if you know how to use it. On LinkedIn, there are tons of time-wasters to get in […]
One effective sales marketing strategy in consultative selling is the strategic alliance partnership. In this show, I provide a few strategic alliance examples and explain how they can help you acquire more prospects. The first step you need to take in order to partner with another business is to find someone who’s targeting your ideal […]
➜ How to get high-quality leads by focusing on business referrals ➜ The key to making more referral sales ➜ What to say to get a referral EVERY time Out of all the lead generation methods you can use in sales, there’s one that tops them all: Getting referrals from your previous clients. When it […]