30

Oct, 2017

Fear of Being Annoying

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The Fear of Being Annoying The fear of annoying people can put your sales momentum into neutral. When discussing new ways of building sales, every suggested change is greeted by the "but we don't want to annoy our customers" excuse.  I am convinced that this is just a way to justify status quo and to avoid something new that might appear risky. By risky, I am talking about you opening yourself up for criticism because someone might not like what you are doing.  In my experience, no matter what you [...]

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16

Oct, 2017

Micro-Commitments Can Lead to Major Sales

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As business people, we often get stuck on the ultimate big commitment of the final sale and miss the many micro-commitments that a prospect will have to make before the final commitment. Small Commitments “Micro-commitment” refers to the small commitments that happen as a prospect moves from unawareness to purchase. If you stop and think about it, prospects make lots of micro-commitments in the process of making a sale. If a prospect gets stuck or does not answer “yes” to moving to the next step, your sale goes into neutral […]

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9

Oct, 2017

Getting Out of the Witness Protection Program

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Is your business in the witness protection program?  Do people know you exist?  How would I know you are out there if I was part of your target audience? I am sure we all would love everyone to find us by word of mouth or professional referral, but that takes time (usually a long time) to happen Your problem is you are invisible holed-up in front of your computer. Most small business competes in crowded markets with lots of competitors, but yet do nothing to stand out.  Much like participants […]

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2

Oct, 2017

Seven Signs of Sales Desperation

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Desperation is never a good thing, but it’s a business killer in sales.  I know when you are starting your business it’s hard not to be a little desperate for getting new clients, but it’s best if your prospects do not know that.  Let me give you the ways you might be appearing desperate without even realizing it. Believing Everyone is a Prospect When you have a hammer, everything starts looking like a nail.  Everyone you speak to is not a prospect even if you think they are. If you […]

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25

Sep, 2017

Eight Tips for Running Online Sales Meetings

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Online sales meetings can be a huge time saver and are, in my experience, often readily accepted by new prospects as an option for initial sales meetings. To the prospect, this seems like a much lower-risk option than a traditional meeting. Think about it: if they think you are wasting their time they can quickly end the online meeting, it isn’t much more difficult to end a meeting quickly if you are sitting in front of them. More and more, online sales meetings are an acceptable way to hold meetings [...]

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