Selling More by Talking Less

When it comes to closing sales we often bloviate way too much in our effort to help homeowners and commercial buyers make informed decisions. Well I hate to break the news to you, but that additional yammering doesn’t really work, so today let’s focus on selling more...

One-Legger Presentations

Salespeople already know that appointments where one of the decision makers is absent from the discussion are called one-legger presentations. I’ve written and spoken early and often that sellers should do everything possible to identify all the players and then make...

Chat ‘Em Up Prospecting!

As a sales rep many years ago, I remember coming into the office one rainy and foggy morning with absolutely no sales appointments on my calendar. Remembering the old Chinese proverb, He who see most, sell most, I knew I had to get creative and do some chat ’em...

Networking:You Never Know Who They Know

In selling, the definition of networking is meeting people who can be of help to you and reciprocating by offering help to them in the arena of referring and providing introductions. Here is an example: I heard about a financial advisor who was on the receiving end of...