There’s an old sales joke about a hotshot sales guy sitting down with a little old lady to sell her a new heater. He tells her all about how the heater is made in America and has the highest-quality ratings for efficiency and safety, about the BTUs, construction,...
Today, I will share with you 3 ways salespeople waste time and sabotage their own success. If you can make it through the week without doing any of these 3, you’ll start closing more sales because you’ve built a routine. #1 Wandering throughout the day without a...
A Sales Playbook is your company’s blueprint for how to prospect and close a deal. Today I am sharing with you a seemingly small but SIGNIFICANT three-step system out of my playbook. You’ll want to habitually implement this process after EVERY call with a potential prospect or client....
As you may or may not know, I advocate the use of print newsletters as a means for connecting with your clients and building a relationship. However, far too many make the mistake of sending something just for the sake of sending something and miss the purpose of...
One of my MSP clients asked me during our monthly Q&A session “When we’re doing letter campaigns and list cleaning, one of the things that I run into because we target small law firms is they typically have multiple partners in the firm. So my question is would...
If you want a rep focusing on a particular product, pay them more commission for selling it. So, for example, when we first launched MSP Success Magazine, it was a new entity, so I paid a higher commission on any advertising sold in MSP success than their regular...
Here’s are the 5 things prospects are really trying to figure out when they meet with you. This will be a good list for you to take in every sales meeting before you sit down with a prospect just to remind yourself. The first thing clients are trying...
The thing about referrals is that people refer more because of their relationship with you than any reward you’re going to give. So, people get really hung up on the “If I just reward them enough, I’ll get the referral.” When the reality is it really has to...
Save yourself time and headaches with these systems. So, when you look at what most firms do for their marketing, it’s what I call vulture marketing. They basically wait for something to die in front of them and then they go jump on the carcass and hen...
I want to share with you a very personal story about a pink Carnival “ferret” and why you can trust us to NOT disappoint you. If you’ve checked us out, or looked at any of our nearly 400 recent client reviews or case studies, I think you’ll agree...
