The Best Way to Handle a Price Objection

The absolute best way to handle a price objection is to structure your sale so you don’t get one. Price objections arise because buyers are unaware of the price range they are looking at for their purchase, or don’t see enough value in your offer to pay your price. Take a value-based approach to your […]

The Heart of Motivation

Selling is a funny job. It seems to require an unusual amount of motivation for one to perform consistently at a high level. I’m not sure why this is. Does accounting require a high level of motivation to do it well? How about Human Resources? I don’t know – I’ve not done either of those […]

Measure These Things Now

With the ubiquity of CRM sales has become like baseball — you can measure your stats six ways to Sunday. The trouble is, some people do! Don’t get stuck in analysis paralysis. There are but a few things you need to measure to predict your sales future. Sales is an efficiency and effectiveness game. How […]

Social Selling Using LinkedIn Part II

In my last blog post I showed how investing 10 minutes in Social Selling per day can improve your prospecting effectiveness and eliminate cold calling. [If you haven’t read it, click here]. In this posting I’ll share two effective ways to build the targeted list of buyers you want to be introduced to so you can […]

Social Selling Using LinkedIn

Social selling has become an integral part of the sales and business development landscape. It presents an opportunity for you to eliminate cold calling – the most soul sucking activity in sales – from your business development function. How are you at social selling? To my mind, LinkedIn is the strongest social selling tool currently […]

How to Eliminate Sales Peaks and Valleys

“OMG, my sales funnel is bone dry!!” Panic sets in.  You sell like crazy, get some sales traction and start nursing your new found opportunities to closure.  You focus on nothing else for weeks.  A few of them close.  Champagne corks pop and commissions are calculated.  Finally, you pause for breath and look at your […]

Customer Relationship Management for Sales Part 2: Microsoft Dynamics CRM

Microsoft has their own Customer Relationship Management tool – Microsoft Dynamics CRM. Starting at $60 per month with a 30-day free trial, Dynamics CRM is a helpful tool for sales teams. The strongest selling feature for Dynamics is the integration with other Microsoft products. This is great if you use Office 365 with Outlook and SharePoint, etc. […]

Customer Relationship Management Options for Sales Part 1: Salesforce

For salespeople and managers, tracking sales efforts is vital to success. At its most basic, using CRM allows you to track sales activities and corresponding results. Used effectively, using CRM will allow you to refine and optimize your sales and revenue generation processes towards reaching your sales goals on a reliable and predictable basis. Over […]

What to do When Your Buyer Goes Dark

What do you do when your buyer goes dark? This is one of the most frequent questions I get from my coaching clients. It’s always delivered with a distinct tone that’s a mixture of frustration, exasperation, and more than a whiff of “I feel hurt.” This is totally understandable. The wooing of a client is […]

“There MUST be a better way to sell!”

Sell More by Selling Less

After studying many sales methodologies and being thoroughly bamboozled by most of them I thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.

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