Three Ways To Build Trust With Your Customer

Customers lie because there is an underlying fear issue. A perceived lack of safety breeds fear. A lack of safety is due to a lack of trust. We don’t tend to lie to people in safe environments, nor do we lie to people whom we trust. There are three main ways that salespeople can increase trust, thus increasing safety, thus increasing honesty.

Read More

Are You Asking The Wrong Sales Questions?

Asking the wrong questions will get you the wrong answers. Asking the right questions, can help you to get to know your customer better and make the sale. The most important thing that you can learn when you’re trying to sell anything, is not what the customer is moving to, but what the customer is coming from.

Read More

The #1 Question Sales Pros Need To Ask Prospects

As a sales practitioner for 30 years, and having taught sales techniques to thousands of people on multiple continents, I have witnessed some great presentations and a whole lot of horrible ones. Let me address a series of very popular questions that are, in fact, NOT the most important in sales (although one would think so given their popularity among salespeople).

Read More

Why Salespeople Don’t Follow Up

Why are we so resistant to follow up? What is it about this extremely important habit that’s so off-putting? What makes us reticent to do that which is in our best interest AND in the best interest of our customer? And what do we do to fix it?!

Read More

How To Send A Sales Follow-Up Text To Your Prospect

In a society that cherishes and rewards speed, texting is an awesome tool. We can send and receive information in the blink of an eye. We can stay visible with a single emoticon. We can confirm an appointment with a single tap. We can make someone smile with a well-picked GIF. So, the question is asked: to text or not to text as a means of following up with a prospect?

Read More