To canvass a neighborhood, a salesperson must become comfortable with hearing no. How do you achieve comfort in hearing no?
Continue readingCounter to popular belief, I maintain that money does grow on trees. How? In our industry, it’s through canvassing in the right neighborhood.
Continue readingWhether face-to-face or on the telephone, approaching someone that we don’t know makes most of us feel uncomfortable.
Continue readingAt the age of ten, I learned that if I wanted something, I could make it happen. In 1970, my father would take the family to the Westlake Mall.
Continue readingMost of us don’t answer the phone when an unrecognized caller ID appears. Think about it, do you answer these calls?
Continue readingReaching out to your database is the easiest way to get proactive. So, during a slow period, both salespeople and CSRs should have a list of numbers ready.
Continue readingIf your salespeople don’t have an appointment set up with a prospect, customer, or client, they need to be out in the field engaged in an activity that will generate an appointment.
Continue readingThis may be surprising to many, but in your business you do not owe your sales team leads, and they don’t deserve to receive them.
Continue readingClients or customers with a broken system or an older system that needs replacing soon are the low-hanging fruit in your business.
Continue readingUnfortunately, many of us don’t pay attention to what we say. Even worse, we don’t realize or even believe that our words affect the outcome of our life.
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