Category Archives: Business

Making More Creative Sales

Making More Creative Sales

By stepping outside the business and participating in a creative venture, it can actually help you in your business. Participate in a painting class, dance class, or perhaps just starting to write. By becoming more creative outside of your sales position or business, you start to develop a skill, like a muscle, that is ready… Continue Reading

How to Get Past the Gatekeeper

How to Get Past the Gatekeeper

The gatekeeper serves an essential purpose for any business – it helps the company they work for focus on their work and avoid sales calls. But as a salesperson, this gatekeeper prevents us from having our product or service heard by those that could buy. How do we get past such a person? A really… Continue Reading

Ready to Enter the Sales War Room?

Ready to Enter the Sales War Room?

When was the time you spent anytime brainstorming? Often times we become so caught up in the next sale, the next meeting, or the next person that we need to contact, that we forget to critically think about what we need to do strategically. By blocking off time in our calendar to brainstorm we can… Continue Reading

Your Old Customer Wants to Buy!

Your Old Customer Wants to Buy!

I’d like to pose a challenge. When was the last time you contacted your previous customers? Not only is it good to contact previous customers for the references and testimonials they may provide, but there is also an opportunity for them to help you gain more business. The old customer has additional business for you either through how… Continue Reading

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