Category Archives: Blog

The BEST Question I Ask EVERY Prospect

The BEST Question I Ask EVERY Prospect

We have to customize our questions for each individual prospect and customer, however the introductory questions are often the same. During one of my recent AMA (ask me anything) Sales hosted on my Facebook Live feed every Monday at 12pm MST I was recently asked what my favourite introductory question is. I love asking my… Continue Reading

Why The Sales Pitch To Your Customer Is All Wrong!

Why The Sales Pitch To Your Customer Is All Wrong!

When creating a pitch we often think about how we can improve the life for our customer. But if you’re really interested in closing deals faster consider including the “third-box thinking” which allows you to think of your solution from your customer’s point of view. Your customer is likely buying the product to make more… Continue Reading

The Person You Should Be Calling On

The Person You Should Be Calling On

How can you make better business-to-business cold calls? If you are typically calling on people at a certain level in an organization, such as HR or procurement, try going even higher. Who is the decision maker that signs the agreement? Usually the person that signs the contract is the decision maker, although this isn’t always… Continue Reading

Are You Afraid Of Being “Salesy”?

Are You Afraid Of Being “Salesy”?

For all the entrepreneurs, small business owners, and people that are wanting to provide a product or service to the world, we need to stop being afraid of the word “sales”. Sales is not a bad thing. We need to wear the word with pride. Sales is the process of asking someone to give something… Continue Reading

The ONLY Objective of a Cold Call

The ONLY Objective of a Cold Call

What’s your objective when making a cold call? You only have one. It’s to secure the meeting. We often get caught up in the call by talking about too many things: our product, our service, our event, ourselves. The cold call starts the beginning of a relationship. If you are a very transactional sale, it… Continue Reading

Why You’re Likely Not Making That Sale

Why You’re Likely Not Making That Sale

When we find ourselves struggling to move a sales cycle forward it often has to be with our own beliefs that we can actually close the deal. We’ll project the lack of progress on things outside of us, such as “that prospect didn’t get it” or “that person doesn’t understand the value of the deal… Continue Reading

Are You Making This Cold Calling Mistake?

Are You Making This Cold Calling Mistake?

The cold call objection is the objection that we receive more than any other. It’s the quick way that the prospect tries to get us off the phone. Lines such as “I’m too busy”, “I’m dealing with a competitor”, and the all too common, “send me some information” are common ways we are dismissed and… Continue Reading

Dealing With Rejection

Dealing With Rejection

Rejection by a prospect or a client can be hurtful. Often times we suffer the greatest from rejection when we don’t have enough deals and opportunities on the go. We let ourselves suffer because we were so caught up in a single deal and we didn’t take enough time to continue to prospect and see… Continue Reading