Gerry Black

Author Archives: Gerry

Based in Toronto, Gerry Black is the creator of Invisible Selling - a step-by-step video training course designed to help business owners and salespeople close more sales. The course offers an easy-to-understand and implement process for identifying qualified prospects and naturally leading them to a mutually beneficial solution. Learn more here:

5 Proven Ways To Get Past The ‘I Need to Think About It’ Objection

Betcha never heard a prospect say this before: “Ok sounds great, I just need to think about it.” (LOL)

If you’re like many business owners and salespeople, when a prospect says this, it could signal the end of a selling opportunity.

UNLESS you know how to handle it.

The first thing to understand is that 90% of the time, your prospect doesn’t REALLY have to “think about it.”

Often, it’s simply a smokescreen.

Today’s article identifies why prospects do this and lays out 5 proven ways you can effectively address the ‘I’d like think it over’ objection.

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How To Generate Sales Leads

Have your sales leads slowed to a trickle?

If so, there could be many reasons for that.

However, the first place to look is your marketing content.

I see this time and time again with clients. When a client comes to me wondering why they aren’t generating sales leads, the first thing I do is review their marketing content.

A quick glance usually reveals the answer.

The problem?

Their content is dull, boring and doesn’t do a thing to compel a prospect to want to know more.

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A Few Mindset Shifts To Help You Close More Sales

Do you find yourself getting anxious when you find yourself in a selling conversation that is progressing towards the inevitable point where you have to close the sale by asking for the order?

Do you tense up? Do your hands get clammy? Does your confidence waver?

If so, you’re not alone. I talk to many business owners who feel exactly the same way at a time they SHOULD feel excitement.

I think one of the main reasons this anxiety starts to spike when it comes time to close the sale is caused by a lack of understanding of what the selling process is really all about.

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5 Ways to “Think” Yourself Into Closing More Sales

When your livelihood depends on your ability to close sales and the results simply aren’t there, sometimes a simple mindset reset can work wonders.

In today’s fast-paced business environment, it’s easy to drift away from the selling truths that produce results and find yourself falling short of your sales targets.

In sales, keeping your mind focused on what’s important can mean the difference between struggling and thriving.

Today’s post might serve as a reminder about some of the selling truths we all stray from occasionally.

The good news is they’re easy to reset.

Check them out here.

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5 Common Problems B2B Sales Reps Face And How To Solve Them

It’s every salesperson’s nightmare: the end of the month is fast approaching and the “numbers” aren’t where they’re supposed to be.

If you’ve gone through this harrowing experience (and I have!), it’s sometimes hard to identify exactly what got in the way.

Although there are many potential obstacles that could prevent you from closing the sales you need to make quota, the fault can usually be traced to a familiar lineup of culprits.

Today’s post is going to shine the spotlight on five common sales roadblocks and show you how you can get around them.

Read on to see this list of villains.

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