Cross Selling ALL Your Revenue Streams?

Companies nowadays are not one-trick ponies, meaning they don’t sell only one product or service. Of course, they are known for their mainstay offerings, but typically offer several collateral items, too. The downside is that most companies don’t do a great job of...

Prospecting Procrastinating?

Everybody puts off doing things from time to time. For example, you may know someone who “didn’t get around to voting” in last month’s national election, because “it crept up on them before they knew it.” Well the problem with that excuse is that we have known for 175...

Buyers Need Urgency to Purchase

It’s great to have prospects who show interest in your services but they won’t be ready to buy unless there’s urgency. Urgency gives people a reason to move forward, so unless they must have your solution in the short term, your proposal will probably end up on their...

Ghosted by Sales Prospects?

How often do prospects go dark on you? It certainly happens to the best of us. I’ll bet everyone who reads this post can think of at least a few prospects or clients that have gone dark and you have no idea why. Maybe you’ve done a lot; provided info, completed a...

“What Do You Do?”

As you make the daily rounds in your profession I’m sure you are used to hearing the question of “what do you do” on a regular basis. Virtually every time you hear this question the person asking really doesn’t care about your answer. Whether you realize it or not...

Questions and Silence

Today’s post is a good refresher for blue collar salespeople and selling technicians working in various services industries. Revenue streams that come to mind quickly include security system sales, pest management, lawn care/weed control, mosquito suppression...