Separating the Best from the Rest

Given the exact same number and quality of leads, what separates the sales reps who close the most deals, from the lesser-performing reps? Listen up.  Here are three essential things that will separate a salesperson from 90% of the competition: Shut up. If you are speaking with a prospect, never talk when they are talking. Even if they … Read more

The Sales Slump

It happens.  You’re flying high closing multiple deals every month or quarter and then, wham.  Nothing.  Goose egg.  Not one sale.  What happened?  Well, the obvious first place to look is at yourself. Review your processes. Doing anything different? Listen to your calls if you record them. Have you been prospecting enough to keep your … Read more

Don’t Be A Mind Reader

I once had prospect who I thought would buy within a month.  After the presentation, she asked about pricing and requested a written quote and contract.  However, during the presentation she also mentioned that they had a ton of projects going on, but ours looked good.  I think I somewhat disregarded the part about the … Read more