When There’s A Cheaper Alternative

I doubt any of you who have been in sales for any length of time have ever found yourself in a situation where there’s a cheaper alternative to what you… Man! Almost got that out with a straight face! Really? Have you ever not been the cheapest? Yeah. Sad, huh? But, hey we still have to sell, don’t we? As …

Command Attention and Close More Sales

Join us for a Blab on Voice Inflection. We’ll be live Tuesday, November 3, 2015 at 10:00am CST. Use voice inflection to command attention and close more sales. Ask questions while we’re on air! Sales Power Tips: Voice Inflection: How To Command Attention And Close More Sale

Video Blog: Success In Sales With An A.L.I.A.S.

If you need an alias because you like to skirt the law, you’re in the wrong place. If you need an acronym to help you remember a simplified version of the sales process, then hit play! Today I hit the highlights to help you prepare for success. “Have open ended questions prepared so you don’t seem like you’re grilling your …

Being a Good "Receiver", A Key To Sales Success

We talk a lot about listening being critical in building a successful sales career. But, I’d like to take that a step further. I believe there are several levels of auditory acknowledgement: -Hearing -Listening -Receiving We all know you can hear what someone is saying without really listening to them.  It’s the old “in one ear and out the other” …

Video Blog: Stand Out in Sales

Salespeople, there are so many out there that do what you do! Don’t be afraid to stand out. You have to if you want to separate yourself from the competition. Today we’re going to talk about ways to stand out in sales while still being professional. “It’s okay to be a little #crazy, as long as you stay #professional.” -Butch …

Decide Your Sales Week Is Going To Be Amazing

This is a great sales week for you. Do you know how I know? Because you get to decide it’s going to be and I want you to make that decision right now. Say to yourself, “This is week is going to rock!” Will there be roadblocks? Setbacks? Missed deals? Probably so. But, don’t let those define you—rise above all …

Video Blog: Steps To A Sale – Part 2

Last week we talked about the first few steps to a sale: prospecting, building rapport, qualifying, verbal contracts, needs analysis, and converting ‘needs’ to ‘wants.’ This week we wrap up the final steps of the sale that end with You Getting Paid! Go back and watch Part 1 if you need to review before you watch Part 2. I’ll wait …

Missed A Sale? Who’s Fault Is That?

Many years ago I learned a valuable lesson when it comes to selling: if the prospect gives you their time and actively listens and pays attention—if they don’t buy, it’s not their fault. They did their part—you didn’t do yours. Think about that. Missed a sale, who’s fault is that? A professional salesperson can go look in the mirror and …

Video Blog: Steps to a Sale – Part 1

Part 1 of 2, because there is so much to cover when we talk about the sales process! And yes, it’s a process. We can break down the steps to a sale, and what each step means for you and your potential customer. Come back next Friday for Part 2! “Step 1 in the process of a sale: #prospecting!” Butch …

The Sales Cycle: Path From Prospect To Customer

Whether you’ve ever actually outlined it or written it down before there is a definite path from prospect to customer. In fact, the whole reason behind having a sales process is to simply draw the line your prospect will take in order to become a customer. When you begin to think of it as a process—it will become much clearer. …