The Best Response to ‘No’

best response to no

You went all-out to get the sale. You prospected, cold-called, followed up, presented, and modified – but the prospect still went with someone else.  Losing a big one is tough, especially when you’ve really put your heart into it. But how you respond can render all your hard work either a complete waste of time […]

Keep the Pizzazz In Your Presentation

Kepp the pizzazz

Don’t dilute the impact of your message. Instead, help your audience follow along: minimize words and statistics on slides; use contrasting colors and varied type fonts to increase readability; don’t clutter the screen; provide written handouts. Remember: visuals should be a backdrop, not the main event, when you make a closing presentation. 

Rules For Winning

In order for you to win the majority of the time, you need a selling system that is more powerful than your prospects’ objections. Here are some tips from the Sandler Sales Institute to make your sales system more effective.  Establish rapport with your prospects. Prospects create a “defensive wall” because they know you want […]

Five Steps to Fostering Goodwill

A seasoned professional salesman once said to some new recruits, “No customer will leave you as long as it is to his or her advantage to stay. Your job is to make sure that there is an advantage in the continued relationship, and that your customer is fully aware of it.” It almost seems too simple a […]

It’s What You Say and How You Say It

An ancient king once dreamed that all his teeth had fallen out. He was naturally concerned about his dream, so the next morning sent for a soothsayer to interpret his dream. The soothsayer listened to the king’s dream, thought for a moment, and then said, “Your Highness, the dream means that all your relatives will […]

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