Requalifying Your Clients: The Five Levels of Qualification
Everyone knows that it's far easier and less expensive to sell the clients we already have and yet very few put in the time to consistently engage and re-qualify their
Category
Communication
Don’t Be a Pest: Mastering Intelligent Repetition of Contact
Success in sales is dependent upon intelligent repetition of contact, without being a pest. We need to be able to reach out to people lots of times, in lots of
The MVPS of Marketing and Sales™
In sports, MVP stands for most valuable player. In The MVPs of Marketing & Sales™, the letters MVP stand for Message, Vehicles and People. These three components are arguably the
How to Think, Act & Communicate Like a Leader
In the past you've said that market leaders think, act and communicate differently than the rest of the population. What do you mean by that? And how can people start
Helping Clients Feel Less Isolated
Social distancing has caused many people to feel isolated. This likely applies as much to you as it does to your clients. Helping clients is key. So what can we
Pandemic and Post-Pandemic Selling Skills #2
In our last podcast, we began a discussion on pandemic and post pandemic selling skills because the skills that got you to this point will probably not be enough to
Are We There Yet?
We've been talking a lot lately about different levels of awareness, from the entry-level awareness necessary to let someone know we exist, to the comfort-level awareness we need for prospects
Prospects Not Responding? Do This…
One of the biggest issues that sales professionals are dealing with these days is the inability to get prospects to respond. "People aren't answering their phones, people aren't responding to
How Do You Communicate Your Value Prop?
Your value prop is an important part of your business identity. It's probably pretty likely that your very best clients know what you do. But how do you communicate that crucial