Skip to contentYour testimonials must be current, compelling and credible! Prospects want to know if your products and services work in today’s marketplace – not the one from five or 10 years ago. This point applies similarly to references. You can’t reinforce your “social proof” in the eyes of prospects if your references can’t be reached, are…
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Do not bypass gatekeepers. Build alliances. You never know with whom you are speaking. For all you know, the “secretary” is the owner. Gatekeepers’ jobs are to push you away, but in the same respect it is their job to determine what might be a benefit for the company. Humanize with them. Make a joke.…
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Sales is a career which requires you to stay flexible and keep learning over time. It can be very tough for new salespeople to keep trying different things; it’s tempting to latch on to a single sales channel or a single presentation style as a source of security. Unfortunately, if you let yourself get into…
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According to the recently released RAB-Borrell Benchmarking report, as 2017 gets underway, digital advertising has become the predominant form of local advertising. Local businesses now spend more on digital media than on all other forms of media combined. This chart shows the trend in digital spending over the last several years. It’s not an “us…
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Learning why a sale is won is almost as important as finding out why a sale is lost. But few salespeople ask a customer why they got the sale. They’re happy they got the business and simply move on to the next deal. If you focus only on why you lose, you may not understand…
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