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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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How to Respond When a Prospect Says, “I Need to Think About It”

I need to think about it objection responses

Of all of the objections you can face during a sales call, hearing the words, “I need to think about it” can be one of the hardest to gauge.

On the one hand, a slow yes is better than a fast no. But the more time a lead takes to think, the greater the chance that he or she will find another option or just talk themselves out of making a purchase.

Of course, people make decisions on their own time. It’s not always reasonable to believe that you can get an immediate decision just by saying the right thing. But that doesn’t mean you can’t help your chances, or get valuable information that ultimately seals the deal, either. Read More…

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Are These Common Limiting Beliefs Hurting Your Sales Numbers?

Limiting beliefs in sales and overcoming them

How you view yourself and your circumstances has a lot of impact on your sales success.

While the benefits of a positive outlook are well known, the unfortunate truth is that salespeople often take on limiting beliefs instead. These negative thoughts and doubts can cause sales professionals to lose confidence, miss out on opportunities, and in extreme cases, quit sales altogether.

Thankfully, you can prevent many common limiting beliefs from setting in. Read More…

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When to Fire a Salesperson – 9 Signs It’s Time to Move On

When to fire a salesperson

No one likes the idea of having to let go of a salesperson, but there are times when a working relationship needs to end.

In some cases, the offender simply isn’t a good fit for the particular organization. In other cases, there may be obvious signs that the person just isn’t cut out for the sales industry in general.

If you’re facing a tough decision in your organization about severing ties with a salesperson, consider the following nine signs it may be time to let go: Read More…