Category Archives: Blog

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

The Invitation People Always Say Yes To

The Invitation People Always Say Yes To

One of the reasons we cold call people is to invite them to our events. Events are a great way to get people interested in your product, service, or business without putting out the same time commitment that a one-on-one meeting consists of. Events are also great ways to engage both your previous clients and… Continue Reading

Post-Truth Sales: Why You Should Sell on Emotion Rather Than Facts

Post-Truth Sales: Why You Should Sell on Emotion Rather Than Facts

The Oxford Dictionary 2016 word of the year was announced to be “post-truth”, which had an increase in use because of post-truth politics. Post-truth is defined as objective-facts being less influential than appealing to someone’s emotional or personal belief. When speaking about the post-truth of sales, we can appeal to a person’s logical decision-making process… Continue Reading

Why You Need To Have Bigger Goals

Why You Need To Have Bigger Goals

When deciding on your goals, are they achievable? Is there a way you can make your goals even bigger? When I work with my clients I ask them about their goals and what they hope to achieve. They will often give me an answer, but it will still be constrained in some way. They may… Continue Reading

Your Empty Calendar Is Harming You

Your Empty Calendar Is Harming You

An empty calendar is a no-good calendar. When we don’t have anything scheduled we can’t move sales cycles forward. Therefore we must work to ensure our calendar is completely filled. This might mean we fill up our time with networking events, coffee dates, and any other meeting we can at the beginning. The calendar should… Continue Reading