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...

Unsold Proposal Follow-Up

(Email to prospective customer) “I haven’t heard back from you so I’m assuming one of two things: Either you’re not interested or you’ve been so busy that my texts and emails have fallen through the cracks, like these unfortunate ducklings. I’d really love to...

Objection Fallback Responses

Ron Carlson, ex-professor at Cal-Irvine and short story writer, gave an interesting talk to a group of people one day. He asked this group to recall when they first hit adulthood. What did they think their lives would be like and what was their Plan A at that time? He...

Closing Canvassed Sales

One October afternoon, after the brutal summer temps and high humidity had subsided, a sales rep was canvassing through a neighborhood of middle-class homes. The rep knocked on a door and it was answered by a woman who cut him off right after “hello” and slammed the...

Earning and Maintaining Buyer Trust – Part II

I’ll pick up where I left off last time at the end of Part I, with the final five C’s relating to trust traits. 4. Consistent– People are more trusting of those who are transparent and project toward thema “what you see is what you get” with no surprises, demeanor....