Why Salespeople Hate Proposal Follow Up

As a senior citizen in my 70’s I consider having lived a fairly normal life, including experiencing my share of rejection along the way. For example: Dad; Jack and J.D. are camping in the backyard in a tent tonight. Can I go too? NO! Mom; I’m the only one that doesn’t...

How NOT to Become an Unpaid Entertainer

Recently I conducted an unscientific verbal survey of several dozen salespeople consisting of one simple question: How do you define closing? The answers I heard were interesting. Some examples include: +“The close is when you seal the deal and put them on the books.”...

Do You Want to Do It Cheap or Do It Right?

Today I’d like to share a short 9 minute conversation I had with Chad Johnson, Comfort Consultant with Cooper’s Plumbing and Air, Tallahassee, FL./Bainbridge, GA. I have been privileged to conduct weekly online sales coaching for Tony Cooper’s company for the...

Develop an Allergy to Discounting

I heard about a buyer who was informed he could have a 17% discount for a $20,000 order, but he couldn’t calculate the discount in his head. He turned to his assistant and asked, “Betty, if I were to give you twenty thousand dollars with a 17% discount, how much...

Don’t Fall for Stalls

Whether it comes at you as, “We need to think about it,” or “We’ve got to sleep on this,” or “This is something we need to noodle over;” it’s still a flippin’ stall. Salespeople wilt when hearing this because the only thing they can think of is, “Well OK, here’s my...

Carnegie’s Clue for Confident Closing

DALE CARNEGIE (1888-1955), became famous by showing others how to become successful. His book How to Win Friends and Influence People (1936) has sold more than 10 million copies and is still very popular because of his illustrative stories and simple, well-phrased...