Two Couples, Two Sales Approaches

Never talk down to anyone. Here are situations with two couples, two sales approaches. A young kid with a GED deserves just as much attention and respect when he walks into your showroom as a Summa Cum Laude CEO. Without talking down (or up) to … [Continue reading]

The Tools of a Real Estate Pro

Every profession has certain tools, which, once mastered, will allow you the opportunity to become one of the great ones in that field. In this post, we'll go over the tools of a real estate pro. Let me begin with examples from other professions. … [Continue reading]

Automotive: The Profile of a Top Sales Person

If you're not already the top sales person in your company, you may have some pre-conceived notions about what that person is like. When you hear the phrase, "Closing the Sale," what comes to mind? Aggressive? Intimidating?  Persuasive? I feel … [Continue reading]

Never Wing It with Voicemail

Voicemail. It's a wonderful way of capturing messages when we're busy doing something where we just don't want to have to jump to answer the phone, isn't it? Before voicemail (and answering machines), we just missed out on information or … [Continue reading]

15 Keys to Handling Objections

Handling objections is what most salespeople call this step in the sales process. I like to call it "addressing concerns" because that creates a different mental picture of what's happening. One of the greatest fears of the untrained salesperson is … [Continue reading]

The Accountable Person’s Bill of 39 Rights

This accountable person's Bill of 39 Rights is a guest blog post by John G. Miller of QBQ, Inc. I highly recommend reading it, and perhaps, taking it to heart. I reserve the right to choose my words carefully, taking responsibility for each of … [Continue reading]

Financial Services – The First Impression

The first impression you make on potential clients will either begin the process of building their trust in you or dig a hole from which you'll have to recover before a foundation of trust can be established. It's such a critical, yet often … [Continue reading]

The 4 P’s of Presenting Products

When presenting products to prospective clients, think of yourself as a match maker. Before this point, you've met and gotten to know both parties. You know what they're looking for in a match. Now, it's time to introduce them to each other. Granted, … [Continue reading]

How to Handle Negative Coworkers

Sales can be a tough business. Potential customers can be impolite or even downright mean. We face it all the time, don't we? The sad truth is that we often also need to learn how to handle negative coworkers. If you're in outside sales, you might be … [Continue reading]

How often do you follow up?

I'm often asked, "How often do you follow up with a potential client?" Or, "How much do you follow up on a lead?" Sales can be a frustrating business when potential clients don't answer your calls, don't return your calls, and don't respond to … [Continue reading]