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Proposal
11How to handle the We need to think about it sales pushback from customers
There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth after you’ve proposed a solution or put a contract in front of him or her. For me, it was worse than hearing a flat out, “No” or “I’ve chosen another...
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11Unstick your Pipeline with these 3 Key Questions
Here’s another peek into what it’s like to work with me and The Selling Agency. There are no magic tricks. No silver bullets. No one size fits all sales training. No quick fixes to improving sales results. Every business is different but many of the problems with Sales Team’s performance can be boiled down to...
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11Presenting is not selling, salesfails, people earn business, sales pros
Many times I have seen a sales person spend hours laboring over a presentation, packing it full of details, statistics, examples, graphs and graphics, pictures and hope. Yes, lots of hope, that the presentation will be so outstanding and cover every conceivable variable or objection that the customer will fall in love with the product...
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11Fear and Rejection: Overcome Business Rejection
  When was your first or most impressive blow of rejection? Was it being picked last for kickball? Denied by your crush for a date to prom? Not getting in to your first choice college? Or losing a job to a more qualified candidate? Most of us have complicated and powerful associations with rejection that...
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1199 BLOGS LATER - 3 lessons learned
This week marks the 100th blog post in The Pipeline. Whew. That is a lot of blood, sweat, tears and dedication to writing to and for our core audience of entrepreneurs, sales pros and leaders. Sharing insights, experiences and perspectives has been the BEST and most important strategy I have implemented in my business. Committing...
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