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Why Silence Can Help You Make MORE Sales

awkward silence in sales calls

Did you know it takes just four seconds of silence before most people start squirming?

Count it out: 1, 2, 3, 4.

Silence may be golden in some circumstances, but it’s downright uncomfortable in others. And that’s precisely why it can be such an effective asset when cultivating a sale.

If you want to have deeper conversations, extract more information, and boost your close rate, it’s time to get close and personal with that awkward silence. It just might hold the key to your sales success. Read More…

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How to Respond When a Prospect Says “Send Me More Info”

how to respond to "Send me more info"

Sometimes it happens right at the beginning of a call.

Other times it happens after you’re 10 minutes into your pitch.

Sometimes it means the prospect isn’t interested and wants off the call.

Other times it means they are interested and genuinely want more info.

So how does one respond to such a vague, and multi-intentioned request?

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How you play it can be the difference between a dead deal and a hot prospect. So today, we’ll give you some tips on how to best respond. Read More…

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5 Old School Sales Techniques that You Should Avoid

old school sales techniques

If you’ve ever flipped through old school photos and giggled (or squirmed) at your outfits or hairstyles, you know how dramatically times can change.

I’d welcome some “old school” styles coming back. Pocket watches anyone? Neon colors?

Of course, other things are better off not being resurrected. Old school sales techniques are one of them.

Many old school tactics don’t work on modern-day prospects. Or they’re just plain objectionable. If your goal is to sell more and to build your business one happy customer at a time, here are 5 old school sales tactics to avoid. Read More…

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How to Respond When a Prospect Says, “I Don’t Have the Money”

I don't have the money and other price objections

You’ve gone through your sales pitch, had a discussion about your product or service, answered some questions, and then you hear it.

“I don’t have have the money.”

This common objection might sound a little different, when you hear it:

  • I don’t have the money, right now.
  • We don’t have the budget for that.
  • That’s too expensive.
  • Oh no, I can’t afford that.

So, how do you handle price objections like these? Here are 6 smart strategies to add to your arsenal.

Let’s dive in…

1. Prevent the objection before it happens

The best way to handle this is to not let it come up in the first place.  Read More…

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Awesome Reasons to Keep a Sales Journal and 10 Valuable Things to Record In It

why you should keep a sales journal

Why do people keep journals?

For all kinds of reasons. To preserve memories. To capture feelings and progress over time. To serve as a reminder of challenges faced and lessons learned. To foster creativity. To get stress out.

All of these make great reasons for salespeople to keep journals as well.

Let’s face it. Selling is challenging. It’s full of ups and downs. It’s hard work that requires organization, planning, and motivation. And it throws situations at us that we can learn from, basically on a daily basis. Read More…