Category: Closing

Sell to People Who Are Like Your Best Clients

You must sell to people who are like you best clients. Right now, you are selling to the wrong people. I know what you’re thinking. You’re the best sales executive in your office. You’ve gone on some company trips and received recognition. Your closing ratio is above 50%.  Everyone tells you how good you are. […]

You Sell More When Buyers Have Options

You sell more when you offer your buyer options. Offering a “yes’ or “no” is forcing the buyer into a corner. Nobody responds well to that. Find a way to give your buyer choices and you raise the probability of closing the deal. This video provides you with more detail. Here is the transcript of […]

You Choose Your Clients

Conventional wisdom in sales is that everyone is a potential customer.  You hustle as much as you can, get in front of as many people as possible, and always be closing (ABC).  Following this thinking, your clients decide if they want to work with you and then you feel an obligation to accept them. Basically, […]

What Can You Sell In 60 Seconds?

You see it all the time. The host of a TV show asks a “sales expert” to sell him a pen in 60 seconds of less. Selling is not a parlor trick. The first 60 seconds of any relationship are critical but not because you can put the ideal pen in the hands of a […]

How to Close More Sales Deals

Each time I give a speech on sales someone asks the question: “How do I close more deals?” There is not ONE THING you can do to increase your closing percentage. But there is a PROCESS you can follow that will make it easier for people to work with you. Here is your step-by-step guide […]

How To Sell In A Regulated Environment

How to Sell In a Regulated Environment Do you sell a product or service under strict scrutiny by the government? Are you looking to make progress in the healthcare, medical or dental industry? Isn’t it frustrating working with a long sales cycle? Selling in a regulated environment is a challenge but it doesn’t have to […]

Sell Me Something Now

Sell Me Something NOW! That’s what I was thinking last week. It was 6PM on Thursday evening.  Our family was in the kitchen having a casual conversation. The television was on in the background and suddenly my seven-year-old son screamed: “look at the TV!” The picture had gone black. The sound was still working but […]

The Ask

The Ask That is the title of this week’s episode of the 60 Second Sales Show. On this show, we discuss the four things you should ask for in a meeting. They are: Ask for business – sell something Ask for a referral Ask for a testimonial Ask to keep in touch We go into […]

People Buy You

People buy you before they buy what you are selling. There is no sales technique in the world to change a prospective client’s mind if you turn him or her off. Focus on relationship development first and selling your product or service second. To sell yourself approach each interaction with these five things in mind: […]

How To Get Them To Say Yes

A couple of weeks ago I was with a business executive who, even after 15 years of selling, was amazed that a client did not instantly agree to work with him. In his mind, there was a clear need, the client had money and the situation had to be handled immediately.  Yet my client could […]