by Gerry | Jul 8, 2021 | Selling Mindset, Selling Strategies, Selling Tips
Successful selling starts BEFORE you ever enter into a selling conversation with your prospect Your first step is crafting the structure of your selling conversation. That means thinking through how you plan to diagnose your prospect’s problem early in the sales...
by Gerry | Jun 29, 2021 | Selling Mindset, Selling Strategies, Selling Tips
“I must’ve called a thousand times…” As soon as Adele sang those words, I cringed. I hadn’t picked up a phone to cold call a prospect on the phone for a loooooong time. Despite the fact that some of my best clients ended up working with me as a result of a cold call I...
by Gerry | May 15, 2021 | Selling Tips
Has this happened to you? You pre-qualify your prospect. You’ve got a meeting with the decision-maker. All that seems to stand between you a sale is demonstrating why your product is a perfect fit and closing the sale. And then… That ‘sure thing” sale was stopped dead...
by Gerry | Feb 27, 2021 | Selling Tips
Although there are many issues that can keep B2B salespeople from maximizing their sales results, there are five common problems that seem to find their way to the top of the list. This post identifies them and shows you how to address them. 1. Managing Time You’d...
by Gerry | Jan 30, 2021 | Selling Tips
Later on in this post, I’ve included a link to an article I wrote that highlights the importance of being human in your selling process. You can read it now or check it out when you finish reading the post. Alright, here we go… One of the cornerstones of successful...
by Gerry | Nov 30, 2020 | Selling Tips
If you want to close more sales inquiries, it’s important to understand this – before you pick up the phone. You’re not selling a product. You’re not selling a service. You’re not selling a solution. You’re selling prospects a better version of themselves. Once...
