Know When To Say When

Professional salespeople ascend to the top of their profession by maximizing the use of their “sales” time. If you study the top producers in any industry you’ll find they do very little—if anything—during their sales hours that doesn’t help them sell. They’ve simply found ways to eliminate time-wasters. And, that’s a lot easier said than done. We all get caught …

How To Grow Your Contact Base

We all know that new business and new sales come from good prospects. But, where do good prospects come from? In many cases they are the result of contacts you’ve made and developed over time.  In order to assure yourself of a continuous flow of good prospects, you must always be making new contacts—introducing yourself to others and letting them …

Just One More Call

It’s late; you’re tired. It’s been a long, hectic day. It’s been a long week. I get it. But, now is when you demonstrate the difference between a top performer and an also-ran. Make one more call. See one more client. Talk to one more prospect. Just one more! “One more call is what separates the superstars from the also-rans”~Butch …

What Is A Prospect?

It doesn’t matter whether you sell a tangible product or an intangible service, you must have good, qualified prospects to succeed. But, do you know what a prospect is?  Better yet, do you know what constitutes a good, qualified prospect? Wikipedia (not necessarily my favorite source) defines a qualified prospect as: an organization which has expressed the need for the …

Don’t Come All The Way Out Here

In a recent blog post, we talked about setting appointments over the phne (or should I say getting on calendars). One of the things I’ve found is that if you are working from a distance prospects sometimes like to use the excuse of not “putting you out” in order to get out of seeing you. Have you ever heard, “There’s …

Four Things You MUST Make Time For Every Day!

I know we are all busy. The forty hour work week has long been a thing of the past and with dual-income families it seems as though we sometimes only see our spouses and loved ones in passing. But as hectic as the world is today, you can gain some control of it with just a few simple tasks and …

It’s Friday, Baby!

Ah, Friday: Everyone’s favorite day of the week; the end of the work week and the start of the weekend. Well, for most people. We all know about TGIF and “Hang On Baby, Friday’s Comin’!” but you really should look forward to this day for other reasons, as well. A friend of mine used to say every week, “IT’S FRIDAY, …

Getting Is All About Giving

By now, few—if any—aren’t familiar with the process of Paying it Forward. Doing something for someone “just because”, with no expectation of return other than the sheer gratification of the act. Some call them Random Acts of Kindness. I like to think of it as being a Difference Maker. Giving without expecting anything in return creates ripples of kindness in …

Let’s Sell Something Today!

What a novel concept, huh? Let’s sell something today! Well here are four tips that will greatly increase your odds of adding a new, satisfied client before the sun sets TODAY! 1)      TEN BEST PROSPECTS: Write down your ten best prospects—prospects that can buy and should be closed in a very short timeframe. Put them in order with the hottest prospect at …