Write a book for breakthrough prospecting

Would you write 20 blog posts if it would change your life? If you could author 20 blog posts, that same effort could be a book. When you are the author of a book, you walk into a whole new world of prospecting results and impact. 90 days. Do you sell to a local or […]

46 Top Tips to Sell the Meeting. Part 1

1. Don’t make it easy for them to lump you in with the idiots. Your targets get lots of calls from people who waste their time. If you say the things the idiots do, your targets will assume you are a time-waster and you are toast. Don’t act and talk like most others. Be different. […]

Don’t let short-term discomfort block progress

The enemy of improved business development is usually not more information or new fresh strategies (give me a break.) The real enemy of improvements that would increase your sales volume, revenue, profits and commissions is a 6-letter word: change. If you are a CEO, Sales VP or Biz Dev leader, you have an increased and […]

Just Want a Sales Script?… Two Hours That Makes All the Difference.

Let me share a “script preparation” tip that is key to words that work. A simple thing that most people won’t do and it costs them big time. Your word selection is important, but a “good script” that works, is not just a matter of magic words on paper. Those words have to relate to […]

5 Unexpected Payoffs From Business Development Success

Many times, business development success comes from places not originally imagined. I was reminded of that last week when speaking to an old coaching client, someone I worked with about 4 years ago. First of all, he said to me “Scott, we did get 20 % – 30% better at prospecting.” But our big gains […]

Sales basics fuel more productivity gains than top gun techniques

Here is an uncomfortable sales truth. Execute the basics of selling well and consistently, is enough to beat 95% of your competiton. In fact, most of the quantum leaps in productivity and sales success come not from some advanced new better and improved strategy, but from propertly executing sales basics properly. Let me repeat. The […]

12 Core Discovery Call Keys To Get The Close

Here are some core concepts to execute a discovery call so as to maximize closing ratios. For many years all I did was help companies SELL THE MEETING and schedule qualified discovery calls and first sales appointments. Eventually companies asked for help in choreographing (my words) the first meeting/discovery call to get more leads deeper […]

“Send Me Some Information” Response Wimp Test.

SAMPLE BEST RESPONSE TO THE ” JUST SEND ME SOME INFORMATION” SALES OBJECTION IS BELOW. IF YOUR OBJECTION RESPONSE TO “SEND ME SOME INFO” IS OFTEN “UM, OK” YOU ARE AN OFFICIAL WIMP. Here is what you can do about it.  On the list of top sales objections, this may be the most common one […]

Sales Scripts for Callbacks. Don’t be a phone wimp. 3 Tips to avoid maybeland.

How to avoid “maybeland” and frustrating call backs that go nowhere. – Do not call just because they asked. – Why you must try to chase them away. – Actions must be mutually beneficial. You will not jump through their hoops. The dreaded call back. The pleasant, enthusiastic voice that asked you to call back. […]