When You Can’t Get the Sale to Close

When You Can’t Get the Sale to Close

Have you ever had a great initial prospect meeting, followed up diligently and then despite your best efforts, can’t get the sale to close? It’s a frustrating part of sales and it happens to almost everyone. Here are some tips to help you keep the sale moving. Ask...

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Get More New Prospect Meetings

Get More New Prospect Meetings

If I had a dime for every business leader who says, “When we are in front of the right prospects we close sales most of the time, we just need to get in front of more prospects!” I would be a VERY wealthy woman. Why hold off making changes or trying something new that...

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Why Are You Having Trouble Closing The Sale?

Why Are You Having Trouble Closing The Sale?

It’s frustrating when sales don’t close. If deals don’t close as often as you believe they should, assess why and fix it so you can accelerate results. Ask yourself these 6 questions to help pinpoint why sales may not be closing. 1. Is this prospect the right kind of...

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Relationships Can’t Be Forced

Relationships Can’t Be Forced

Too often salespeople skip relationship building to try to close deals faster. In doing so they risk losing sales to competitors willing to put in the time to create relationships. Before blaming sellers for sloppy salesmanship, look at management to see if anything...

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IT’S NOT OVER! A Comeback Story

IT’S NOT OVER! A Comeback Story

Next month, my 22 year old daughter will begin her first real job working for the company which initially turned her down. How did she get the job, despite the initial rejection? Here’s her story. A month before graduation from University of Maryland, Jamie went...

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Using the “Assume Close” Strategy to Open Doors

Using the “Assume Close” Strategy to Open Doors

The "Assume Close" strategy when opening doors has proven exceptionally successful, especially when working on securing meetings with difficult to reach corporate decision makers. Most recently, one of our Door Openers® used it and booked a meeting with a high level...

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#1 Sales Tip Given To 1000 Business Leaders

#1 Sales Tip Given To 1000 Business Leaders

At the Fortune Magazine Scaling Up Conference in Atlanta, Verne Harnish, author of Scaling Up, Founder of Gazelles and Entrepreneurs Organization called me to the stage. He asked me to share a sales tip with the audience of 1000 growth-focused business leaders. As I...

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When Your Prospect Chose Someone Else

When Your Prospect Chose Someone Else

I was recently training a client’s sales team. One seller asked me for ideas on keeping in touch with a prospect AFTER he was told “no”. He had competed for an RFP and was not awarded the business despite developing a great relationship with the prospect. I suggested...

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What’s Better…Transactional or Consultative Selling?

What’s Better…Transactional or Consultative Selling?

What’s better, consultative or transactional selling? It depends on the situation and the company’s goals. The problem comes when you need one approach and miss sales because you have the other. As an example, a seller can sell one item to one decision maker OR sell...

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Fix the Right Sales Problem

Fix the Right Sales Problem

For many, fourth quarter can be a time to reflect on decisions made over the last year. What worked, what didn’t? What to continue doing to meet your goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be...

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