This where I share my best answers
to your
toughest sales questions.

 

Pandemic Selling

Trevor Hefford

February  14, 2020

Short term selling is pandemic. Quitting after 8 calls, sending the break up email, marking “dead account” in the CRM. Big payouts are in the long term. Win the year, not the month.


February 1, 2020

The goal of cold calling is not to be perfect. The goal is to be anti-fragile.


Locker Room Sales Talk

January 6, 2019

Locker room sales talk sounds like this…

“I tried a new closing technique on him.”

“I sold them above rate card pricing..”

“I had a rebuttal for every objection she threw at me.”

Lots of ME versus THEM language.

The prospect is not your opponent.

They’re your spouse.

Rock Stars

April 25, 2021

I like how the word “rock star” shows up in job ads for sales reps.

The qualifications always say…

“Driven hunter. Top closer. Quota crusher.”

You’re not planning a world concert tour. We’re just looking for a higher paying gig.

If you need rockstars just to sell your stuff, they most likely don’t need you.

Less HYPE. You just might attract someone “good”.


Different vs Better

August 5, 2020

I cofounded an ad agency in Seoul, Korea in 1999.

Could I speak Korean?

Barely.

So I started advertising in English, in a country where everyone wanted to learn it.

While local ad agencies pitched with better

“우리의 제품은 더 좋습니다 때문에…”

(Our product is better because…)

We pitched with different.

“Would you like to know how to sell your vacuum cleaners in America?”

Did we get clients?

Yes, HEAPS!

In business, DIFFERENT is BETTER than better.

Because it’s very hard to communicate better…

When your competitors are trying to communicate better too.

Besides, better is subjective.

Now DIFFERENT…

Different gets attention.

Different is easier than better.

Better matters later.

Or doesn’t matter at all.


Give And Take

August 4, 2020

I clicked “chat with a sales rep” to ask a question about a 2020 FORD truck.

He responded with…

“Before, I can answer your question, could I get your name and phone number?”

I clicked END CHAT.

Prospects wants information NOT interrogation.

Always go out of your way to help them FIRST, before asking for anything in return.

When you can consistently do that…

Your business will generate 50% more revenue than businesses that don’t.

Give to get.

Don’t…

Get to give.


Swallow Your Pride

February 16, 2020

My advice if you lose your sales job today… Don’t waste more than one month applying. If you don’t get an offer, swallow your pride and grab any sales job that pays the bills. I know car sales reps who earn $200K per year. Working and earning will get you up in the morning, keep you sharp and confident, and shows your next employer you’ve got grit!


Guts And Empathy

December 15, 2019

It takes guts to make cold calls.

And empathy, because guts without empathy is just telemarketing.

The empathetic sales rep calls up knowing their solution will not be a fit for most prospects.

What makes the empathetic sales rep “really” stand out from the telemarketers is…

They say things kinda like…

“Hey David, there’s something you might want to take a look at. No guarantee it will be right for your situation. But you never know. Worth a peek sometime?”

When you allow empathy to take the lead in your cold calls, you sound natural and genuine.

And guess what?

Humans tend to respond favourably to that.


Lonely Profession

December 9, 2019

Being a sales rep can be a lonely profession.

You prospect alone.

You follow up alone.

You close alone.

Maybe you even work from home alone.

Being a sales director is a lonelier profession.

This is because…

Even though you’re always with your team…

You can never complain or have a pity party around them.

You’re their leader.

You must be stoic.

And that’s not easy.

Sales directors… RESPECT


Belief

December 8, 2019

Salespeople are unique in their ability to accept rejection.

They keep plodding despite the never-ending no’s, the lost deals, and the missed numbers.

Yet, the hardest part of the job isn’t coping with rejection…

It’s believing in the mission promoted by the people around them. Their coworkers. Their managers. Their leaders.

Believe, or be leaving.


Ghosting

December 3, 2019

Ghosting in business has to stop.

We’re all guilty.

I’ll be the first to admit it.

But it takes just 2 seconds to hit reply to a text or email and type three simple words…

Yes I’m interested.

Not right now.

Maybe next month.

Nobody is THAT busy.

Nobody’s fingers are THAT heavy.

Give closure today to a…

Job candidate who took time to interview with you and wants to know if there are next steps.

A sales rep who took time to present to you and wants to know if you’re still interested in their product.

Even if you have to respond to 10 people per day, that’s just 1 minute of your time.

Giving closure shows you care. It elevates your brand.

Just remember…

We’re human.

We’re hardwired for closure.

We can handle the truth – good or bad.

And YOU owe us that.


Right + And + ? (Formula)

November 21, 2019

You can’t open a conversation with a prospect if they’re not ready to listen.

So, whenever they respond with an objection…

For example…

“I’m really not interested now.”

Try this formula….

Right + And + Question (prospect listens)

For example:

Prospect: “I’m really not interested now”

You: “Right. And in case things ever change… okay to call you back down the road?”

When you say RIGHT they keep listening, because you’re agreeing with them.

When you say AND, they allow you to get your question in, whatever it is, even it it’s unrelated.

Never use BUT….

Right + But + Question (prospect gets defensive)

One last thing…

When you use the right + and + question formula…

Say it slowly and thoughtfully…

Word matter, speed matters, tone matters.


Debunked Beliefs

December 17, 2019

There are people who believe that the lottery is just a numbers game.

If they keep buying a ticket each week eventually they’ll hit the jackpot. Of course they’ve had small incremental wins. They’ll tell you about the time they won $100, $500, or even $1,000. And if they had just picked two more correct numbers they would have won millions.

For them it’s only a matter of time before they WIN BIG. It’s a numbers game after all. I call them hopelessly optimistic.

And then there are salespeople who believe that selling is just a numbers game. If they just make enough calls they’ll book enough demos and close enough deals.

Here’s where the “selling is a numbers game” theory gets debunked…

What happens when you’re busting out 50 sales calls per day all day long yet seeing dwindling returns?

What happens when call output doesn’t translate into quota attainment?

You can’t just double your output. There aren’t enough hours in the day. Selling is not a numbers game, it’s a psychological game. And the more you study the psychology of sales, the less you’ll have to rely on grind it out grunt work to hit your number.

Books help.


Overusing Names

November 18, 2019

Was on a call with a software sales rep last week.

He used my name 3 times in 5 minutes.

Sounded good the first time.

By the second and third time, it sounded kinda fake.

Watch how often you use your prospect’s name in email exchanges, texts, and phone conversations.

Say their name at the start of the conversation say it at the end.

Good enough.

Be authentic. It sells.


November 14, 2019

Better to learn the truth today from your prospect, than to get strung along for months with a lie.


Platitudes

November 7, 2019

Avoid these platitudes when emailing prospects.

“I hope you are doing great.”

“I hope your day is going well.”

“I hope this email finds you well.”

They’re the Hallmark greeting cards of sales intros.

More down to earth, genuine, openers could be….

“How are you this morning, Kyle?”

“How are things at ABC Widgets, Jessica?”

“How about this weather, Daniela ?”

Engage deeper by including their company name, department, upcoming event, a mention of the big game last night, or even better… a trigger event.

Remember:

Questions engage people.

Questions get responses.

And responses get your email address whitelisted, not junked.


Needy language

November 6, 2019

Whenever a sales rep hears “I’m not interested” from a prospect, and responds with…

“I’m only asking for 15 minutes…”

“If you’d just give me a chance to explain…”

“I haven’t told you what we do yet…”

I can’t help but think… this is “needy” language.

Make the ask, accept a no means no, call back another time with a better offer.

Because a compelling offer is far more powerful than a convincing argument.

Just ask your spouse.


5K Connections

November 5, 2019

98% of sales reps with 5,000 LinkedIn connections hit their quota.

Here’s the problem most sales reps face:

They don’t have 500 connections, let alone 5,000.

Want 5,000 potential buyers in your network?

If you can connect with 25 people per day for one year and half of them connect with you, that’s 4,562 connections.

Connect with customers, if you haven’t done it.

Connect with your customer’s 6.8 stakeholders.

Connect with your customer’s competitors PLUS their 6.8 stakeholders.

It may take 1-2 years to get to 5,000 LinkedIn connections, but it’s a powerful, portable, personal asset.

You can do it at home while you’re watching Netflix.

The best time to make a LinkedIn connection was one year ago…

The second best time is now.


Follow-up psychosis

November 5, 2019

We present, prospect thanks us, then we ask…

“When’s a good time to follow up?”

Then we’re locked into waiting.

Instead of asking…

“Is it okay to check back next week?”

Be chill, don’t ask at all.

They’ll likely tell you..

“Will discuss with my team and get back to you.”

Now YOU get to decide when to follow up, not them.

And instead of giving them…

Two days, wait one.

Three days, wait two.

Or…

Five, days wait three.

Even if they tell you they’ll get get back to you by Friday EOD… follow up Thursday.

Because there’s a good chance they’ll…

Forget what they told you, or get too busy to tell you.

One last thing.

When you do follow up…. don’t ask…

“Did you decide?”

Say…

“Here’s a fuller answer to a question you asked me about feature X.”

“You asked for more detail about out SLA.”

Spoke with our solutions consultant who told me Y”

“Here’s some new insight about Z.”

Because..

When you add value to your follow-up, prospects tend to reciprocate with updates…

Regardless of the time window they gave you…

Even if you broke it.


Feel vs think

October 29, 2019

When talking with prospects today, try using the trial close…

“How do you FEEL about ____?”

Instead of…

“Whaddaya think?”

Because FEEL is tied to their emotion while THINK is tied to their logic.

And like it or not…

Most people make decisions with emotion, and then justify with logic.

This is why it’s hard to close deals on time…

Because…

Even though you’ve shared with them all the logical reasons they should buy like ROI, they still hedge…

So split test…

“How do you FEEL about ____?

Versus…

“Whaddaya think?”

Which one gets prospects to open up more often to you?

In sales you should always be seeking the truth….

As quick and early as possible.

That’s how deals are won.

Or lost.


6 words to avoid

October 30, 2019

I, my, me, we, ours, us

Open your sent messages.

Find your last few prospecting emails.

Did you use one or more of those six words in any, given email?

And kinda like this…

“I” would like to schedule a time to talk.

“My” calendar is up to date.

Let “me” know.

“We” work with companies in your industry.

“Our” software is the market leader.

If you’d like “us” to do a demo…

Get in the habit of crafting emails that include you, your, you’re, you’ve you’d, you’ll.

Because…

Prospects only care about words that will benefit THEM.

Not…

Words that will bore them.


Curiosity matters

October 27, 2019

These days your prospects have zero patience for intros like…

“How are you today?”

“Did I call you at a bad time?”

Dispense with the triteness and get their attention fast with curiosity.

Good news… There are only five things they’re curious about:

Make money

Save money

Save time

Avoid effort

Escape mental pain

But the art of selling is never to focus on just one of these things to create curiosity… you have to use multiple things.

How to do this?

Ask yourself questions like:

What are three ways my product will…

Help them make money.

Help them save money.

Help them save time.

Help them avoid effort.

Help them escape mental pain.

Write them down. Tie them back to your product.

Because…

When you evoke their curiosity with multiple things over multiple touch points….

They’ll soon start listening to your voicemails, opening your emails, and taking your calls.

And the faster you can prove those outcomes to your prospects, the sooner you can charge them for it.


The trust antenna

October 26 2019

Whenever a sales rep cold pitches me with…

“We can help you do X…”

My distrust antenna goes up. It’s because they don’t intimately know me, or my situation yet.

However…

If a sales rep cold pitches me with….

“We MIGHT be able to help you do X…”

My distrust antenna goes down. There’s something about the word MIGHT that makes a difference.

Here’s what MIGHT means to me:

“Hey. We don’t know your business well enough yet. Maybe we can help. Let’s talk.”

MIGHT is honest, humble, and holistic.

And what MIGHT be wrong with that approach?


Personal recommendation engine

October 20, 2019

When was the last time you asked Siri…

“Hey Siri. Find a sales rep to sell me something?”

Never, right?

Point is…

We all search for good information FIRST before we buy. So, does this mean the death of the salesman?

Nope.

Because searching is work. Searching takes time. And time is your prospect’s most valuable commodity.

How to stay relevant, sell more… and make your prospects’ lives easier?

Simple…

1. Find the best content.

2. Summarize that content.

3. Personalize and share the content.

Content that shares a single business idea.

Content that’s easy for them to digest.

Content that gives them an actionable tip.

Do your prospect a favour and save them the time and the hassle of searching for it themselves… long before they ever need it.

Be your prospects’ personal recommendation engine. You’ll sell more that way.

Because they’ll never in 100 million Google searches ever find YOU.


Techno chatter

October 19, 2019

Nothing repels prospects faster than techno chatter.

Because…

When you try to explain technically how your product works…

Your prospect has zero questions. They’re bored.

Or…

Has dozens of questions. They’re confused.

A bored or confused brain never buys…

No matter how many times you follow up.


The wind down

October 15, 2019

Cold email me, when I’m driving, and you won’t get a response.

Cold email an executive, when they’re sprinting through their workday, and expect the same.

Yes, your message may get a glance, but rarely a response.

In sales, there are no points for opens or glances.

Send your message when execs are winding down their day, not winding up.


Swagger

October 14, 2019

When you try to sell with swagger, you say things like…

“We’ve been in business for 25 years.”

“We have over 100 clients.”

“We have 10 offices nationwide.”

“Our team has 150 years of combined experience.”

Sure, these things add meat to the bone when you get to the proposal stage…

But when you lead first with swagger, your prospect thinks this…

“So what. Who cares.”

Start by ‘serving’ them first. That builds your brand. That earns you the sale.


Selling with Indifference

October 12, 2019

Every Monday colleagues ask us…

“How was your weekend?”

We respond with… “Good!”

Sometimes they follow up with.. “What did you do?” Sometimes they don’t.

Point is…

They only ask if they FEEL like it. This is called indifference.

One of the keys to success in B2B sales is practiced indifference. Indifference is the opposite of neediness. For instance… The more you appear to need the sale, the less likely your prospect will trust you and the harder it will be to sell.

Sellers…

Always act like you’re okay with the outcome of the sales cycle. Even if you don’t get the sale. This means: Be enthused about your product. Be enthused about its benefits. Be enthused about the offer. But… never be enthused about what your prospect agrees to. That’s irrelevant.

For instance…

Let’s say your prospect agrees to a meeting request… Don’t say… “Thank you so much!” Or… “That’s awesome! Really looking forward to it.”

This is because…

You need to be indifferent with your prospects. They’ll trust you more, become more attracted to you, and be more compelled to work with your company.

Learn to be indifferent. It makes a BIG difference.


Offensive or defensive

October 9, 2019

The best thing about Amazon are its product reviews.

Not the four and five star reviews. I’m talking about the ones, twos, and threes.

Because before we buy something, we want to know if we can live with its warts.

If we can, we buy. If we can’t, we move on.

Your prospects are no different.

Problem is…

When you present, then wait for their objections, you’re working from a defensive position.

Instead…

Embed anticipated objections into your presentation, then diffuse them…

Long before your prospect asks. Long before they can say NO.

Go on the offensive. Like Amazon.


A KPI worth measuring

October 8, 2019

Not a fan of sales spiffs. Trips and toys I can buy myself. Guess I’m not a coin operated.

Not a fan of leaderboards. I compete against myself. Guess I’m a lone wolf.

What I AM a fan of is…

Collecting “thank you’s” from prospects.

Thank you’s lead to deals.

Thank you’s lead to testimonials.

Thank you’s lead to renewals.

Thank you’s lead to referrals.

Thank you’s are my favourite KPI.


Control the Controllable

October 6, 2019

So a lot of sales reps are using email open tracking.

But what about email scheduling?

If studies show the best times to get a response from prospects are between 8-9 am and 4-5 pm…

Why send emails (manually) any other time?

The more you prospect outside your control, the fewer opportunities you create.


What’s the ideal length for my sales message?

September 27, 2019

If POTUS can make his point in a 280 character Tweet… So can sales reps.

When engaging prospects…

Kill adjectives
Zap adverbs
Drop Jargon
Machete I’s and We’s

Words are your most powerful selling tool.


How often should I follow up with prospects?

September 26, 2019

During coaching calls sales reps and their managers talk a lot about… THE FOLLOW UP Manager to rep… “Did you follow up with them?”

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How do I reach my prospects before competitors do?

September 25, 2019

57% of buying decisions are made before engaging a sales rep. This is because… Your prospect researches online first.

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How can I know my prospect’s business problem before doing discovery?

September 22, 2019

Want to instantly connect with prospects and add value? Enter the conversation already going on in their own minds…

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What should I say after my prospect thanks me for my proposal?

September 22, 2019

Sellers… The next time your prospect asks you for something… Like: A price proposal. A sales deck. A meeting agenda. ANYTHING…

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What is passive aggressive selling?

September 22, 2019

Doesn’t it feel weird when a sales rep sends you a cold email or voicemail and they sign off with…

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How can we get more buyer testimonials?

September 22, 2019

92% of buyers ask for social proof before they buy. Here’s a simple, friction free way to get a steady stream of testimonials for your B2B product…

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Are you differentiating your sales message?

September 22, 2019

Ten BDRs (all competitors) call the same CEO with nearly identical pitches. One day, the CEO picks up his phone…

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How should I ask for a sales meeting by email?

September 13, 2019

Sending cold emails with “call to action” questions like… “What does your schedule look like next week?” Or…

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What is loss aversion selling?

September 5, 2019

We all hate to lose. Whether it’s losing a game, an argument, or our money. We’re more upset about losing $20 than we are happy finding $20…

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What’s one of the worst social selling mistakes?

September 4, 2019

If you’re social selling today… And want to….Connect for the first time with your prospect…

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What’s wrong with saying the purpose of my call?

August 28, 2019

Cold calling phrases like… “The purpose of my call…” “The reason I’m calling ..””I’m interrupting you because…” (joke)

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Avoid these cliche sales scripts


How do I motivate myself to hit the phones?

August 27, 2019

Procrastinating making sales calls? Understandable. It’s not easy! Somedays you’re down. Somedays you’re burnt…

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Motivate yourself to cold call


How can I get prospects to open my emails?

August 26, 2019

A seller’s email subject line… “Are you available to meet today at 11?” (8 words) Is 50% less likely to be opened than…

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Email open sales tips


How do I engage my audience after I present?

August 23, 2019

If you must ask for questions at the end of your presentation, don’t ask… “Do you have questions?” Instead ask… “What are your questions?” Try it. There’s a difference. You’ll see. Command engagement, don’t ask for it.

Engage prospects with this question


What’s wrong with saying “just following up” in sales?

August 22, 2019

Slay these stale selling words: Just checking in. Just touching base Just circling back . Just following up…

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Stop saying just checking in with prospects


What’s the best way to ask a prospect for a demo?

August 21, 2019

Three ways a sales rep can ask their prospect for a demo: 1.) Would you like to see a demo tomorrow? 2.) Would you like to see..

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Prospecting for a sales demo tip


What percentage of my market is buying right now?

August 20, 2019

Keep Reading »

At any given moment.. in any given sales territory… 3% of the market is buying, 40% are almost ready to buy, and 56% aren’t ready…


What do I say when my prospect asks for a discount?

August 19, 2019

Try this: Pause for 3 seconds, and say… “Price isn’t fair, huh?” (Ask it slowly, politely, and calmly) They’ll either say… “No it’s not.” And give…

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discount sales objection


What is one trick I can use to communicate better with prospects?

August 18, 2019

25% of salespeople majored in business.The second most popular major? The college of life. 17% never attended college.

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A trick to communicate with prospects


How can I sleep better and sell more?

August 17, 2019

Three easy sleep hacks to help you crush it every day. 1. ) Sleep with a room temperature of 18 to 21 degrees Celsius. (65-69F).

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three sleeping hacks for sales people


How do I get my prospect’s attention and have them not forget my pitch?

August 17, 2019

Being redundant, repetitive, and saying the same thing twice is hypnotic in selling. That’s because…

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Staying top of mind with sales prospects


Should I text my sales prospects?

August 11, 2019

Texting is a killer tactic to add into your sales cadence. Here’s why: 20% of prospects open emails let alone respond.

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How to text to sell


How do I get my prospect’s attention? (here’s how)

August 6, 2019

The moment you say THIS in a voice message…”Hi Jake, it’s David from ABC Software. The purpose of my call is to blah, blah…

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Fastest way to contact your sales prospect


How should I respond if my prospect asks me to send them some information?

August 5, 2019

When a prospect says.. “send me some information” I never respond with…“Just so I don’t waste your time, what exactly…

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The ask for information sales close


Cold Calls or Cold Emails?

August 5, 2019

It’s been said the phone out-converts email by 8.21% to 0.3%. This means if you make 50 calls you’ll reach 4 people…

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email or phone in selling


Should I build a personal selling brand?

August 4, 2019

47% of jobs are about to disappear. What to do? Aim camera at face. Shoot. Upload. Be raw. Be authentic.

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Is the sales resume dead


How can I get in front of a decision maker fast?

August 3, 2019

Here’s the single best secret to getting in front of a hard to reach decision maker in 1/10 the time. 4 Words… Send Them A….

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Send a sales prospect a book


What do you think of the ‘alternate of choice’ appointment setting close?

August 2, 2019

Raise your hand if you’ve heard this appointment setting close…”Mr. Prospect. Would next Tuesday at 4:00 work for you…


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Stop using this sales closing tactic


Will a Preventative Product Sell As Well As a Curative Product?

August 2, 2019

Prevention is lousy sales pitch. Here’s why… Prospects will throw money at you if you can cure their business problem…

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Sell cures not prevention


How Do I Stay Top Of Mind After Presenting To My Prospect?

July 26, 2019

One hour after you present, your prospect will forget 50% of what you said. In 24 hours 70%. In 1 week 90%. How to stay relevant?

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how to nurture prospects naturally


How Do I Write a Sales Email That Sounds Natural?

July 17, 2019

When emailing prospects I kill intellectual words. Instead I use emotional words. Here’s the difference:

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Write like a seller not a scholar


How Can I Tweak My Mindset For Cold Calling?

July 16, 2019

Here’s how: When making cold calls, my goal is to get “no’s” not “yes’s.” That’s right. It’s foolish to worry about what I cannot control…

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In cold calling no's beat yes's


Is the Sales Resume Dead On Arrival?

July 13, 2019

47% of jobs are about to disappear. What to do? Build a portable, personal brand. 3 simple steps:

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Personal branding or resume


July 12, 2019

If you’re emotionally “shaken” each time a prospect tells you to take them off your list, and it takes you over 5 minutes to recover, remember this… Learn to be indifferent to what makes no difference.

Rejection free selling


How Should I Structure My Selling Day?

July 11, 2019

How do I engage prospects? One call at a time. How do I book meetings? One invite at a time. How do I close deals? One offer at a time.

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Structuring your sales day


What’s One Of The Most Hypnotic Selling Words?

July 10, 2019

The word BECAUSE is a hypnotic word in selling. Here’s why: Let’s say your prospect asks… “”How much is your software implementation fee?”

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The word because in sales


How Do I Book A Meeting With A Busy Prospect?

July 9, 2019

Busy prospects are far less attached to future time than present time. Here’s what I mean:

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How to get a demo with a buyer


How do I withstand the setbacks and drudgery of sales?

July 8, 2019

If you sell for a living, each day you will… interrupt prospects who are seldom pleased to take your call…

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Here's how NOT to fail in sales


What’s the difference between asking and inviting?

July 6, 2019

Ever think about how much we “ask” when we’re doing outbound sales calls? The problem with asking too soon is it creates sales friction…

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think about how much you ask versus invite when cold calling


What is salesmanship?

July 4, 2019

Salesmanship is not a job. You’re hired to close, not to show up, suck up, or go through the motions. Accept the latter and you’ll be soon shown the door.

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What things can I control as a sales rep?

July 2, 2019

In sales there are some things I can control. How I prepare. How I respond. How I follow up. How hard I work. Even still…

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Whats in your control as a sales rep


How do I get out of my sales slump?

June 24, 2019

If you study salesmanship you will avoid all boredom with your job. You will not long for weekends because you are sick of weekdays…

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study salesmanship


Is Kawhi Leonard stoic?

June 22, 2019

“I’m a guy who tries not to get too high or too low. I worked hard and it just worked out.” – Kawhi Leonard

stoic NBA player Kawhi Leonard


How can I stay positive while doing unpleasant sales tasks?

June 21, 2019

Even though I’m not in love with the idea of selling for a living, I still try to do my job well. This is because there’s a huge difference between…

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Doing the tough stuff in sales means staying positive


What’s the most efficient way to build sales pipeline?

June 19, 2019

Be so busy building your sales pipeline today that peoples’ gossip, complaining, and drama is of no concern.

Increase sales pipe this way


How do I bounce back from a bad sales call?

June 18, 2019

There’s no such thing as as a “good” or “bad” sales call. Those are just labels “us” sales reps put on our results. What matters is…

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Rebounding from tough sales calls


How do I defeat call reluctance?

June 17, 2019

How can sales reps defeat call reluctance? Simple… Don’t be reluctant. I follow the 5 second rule from Mel Robbins.

Keep Reading »


How do I keep motivated to prospect?

June 15, 2019

When I wake up in the morning I tell myself: The strangers I call on today will ignore me, challenge me, or tell me to…

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Why do I find myself talking too much during a sales call?

June 14, 2019

If I’m selling a product that’s mediocre and I don’t believe in it… then I’m going to talk to my prospect in circles.

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Let your customer talk himself into the sale


How is cold calling a stoic trait?

June 7, 2019

Cold calling is a form of practical stoicism. It means teaching your brain to be biochemically comfortable in a state of unpredictability.


How can I add value to prospects?

June 5, 2019

In sales, interruption isn’t valued, but usefulness is. Here’s what I mean….

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Do I make more money selling front end or back end products?

June 4, 2019

It’s 15X harder to make your first sale to someone than it is to make your second sale to them. This means…

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Sell the back end not the front end


What are the two mostly costly words in professional selling?

June 2, 2019

Two of the most costly words in professional selling are “I forgot”. I forgot to…

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I forgot kills sales


How can I become more effective at prospecting?

June 1, 2019

I’ll use a metaphor to answer this question. The job of a sales rep and a baseball player are the same. Both professions come down to two skills: For players it’s…

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how to send customized emails to sales prospects


Why is a “no” good on the last day of the quarter?

May 27, 2019

On the last day of your quarter… in the 11th hour… getting a “no” from your prospect is better than an “unknown”… Because at least now you can breath.

prospect says no end of quarter


What do I do when my prospect goes dark?

May 27, 2019

Whenever my prospect goes dark… I send a one sentence email that says… “Maxine. Have you parked…

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How to get a prospect to respond


How can we close deals before the quarter ends?

May 26, 2019

In B2B selling… Building rapport… Creating value… And handling objections… Are all cute, little tricks. Truth is…

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Develop sales project management skills to succeed


How do I create more up-sell opportunities?

May 25, 2019

There are sales reps I’ve bought from… who, the only time I hear from… is when it’s renewal time. Or…

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Create up-sells by calling customers monthly


How can I write persuasively to prospects?

March 21, 2019

As a sales rep my words matter. In fact, they’re ALL that matter. When I type scripts, emails, texts, presentations and proposals, the words I choose…

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write better sales copy to prospects


How do I stop worrying about deals when I’m home?

May 21, 2019

If you’re the kind of sales rep who, tonight at 8pm, is stressed about your pipeline, or having to make calls tomorrow, that’s not good and it needs to be fixed. And I’m not suggesting booze as the remedy.  Read the Serenity Prayer.

Don't take your sale job worries home


Sales strategy or execution – Which is more important?

March 20, 2019

Crafting sales strategy and tactics is fun. Executing them sucks. Nobody likes grind it out grunt work. Especially sales managers. Fact is…

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Which is more important? Sales strategy or execution


Should I sell with stats or stories?

May 19, 2019

Forget impressing sales prospects with statistics. Truth is: 5% remember stats, 63% remember stories Got a stat to share? Keep it to 1. Make it memorable. But don’t forget your story… Here are 5 things your sales story needs:

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How to sell with stories


What’s the best predictor of sales success?

May 19, 2019

The #1 predictor of sales success is NOT your product or your offer… It’s finding that thirsty crowd!

Find your thirsty crowd in sales


Do I need to constantly be prospecting on LinkedIn?

May 17, 2019

86% of prospects use LinkedIn as one of the key deciding factors to choose who to work with. As a sales rep…

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Prospect on LInkedIn and earn more


How can I get better at listening to my prospects?

May 17, 2019

Scramble the letters in the word LISTEN and it also spells the word SILENT. 69% of buyers say…

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Listen better to sell better


How do I turn off my sales job when I’m with the kids?

May 16, 2019

For me, it’s easier to go into work mode than force myself to play lego with my son…

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Focus on your kids not your sales job


What’s the perfect length for a voice message?

May 15, 2019

Guess what sales reps? Human attention spans have plummeted from 12 to 6 seconds. FOX TV is experimenting with 6 second ads…

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Leave a short voice message in sales


What’s the ROI of a SaaS sales rep?

May 14, 2019

If you were the CEO of a SaaS start up, would you rather hire a sales rep, pay them $300,000 a year… and get a 40% return or…

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SaaS sales reps return on investment


What’s the Rule of 3 in Selling?

May 13, 2019

Sales reps…. When you’re, demoing, presenting, or proposing… always include 3 reasons to justify your business case. Not 2, not 4, but 3.

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Use the rule of 3 to close more sales


When is the most productive time for salesMen?

May 12, 2019

SalesMEN have their highest level of testosterone from 6AM to around 1PM. This is the best time to get your most challenging work done. I guess this means things like…

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When do salesMen get the most done


Should a sales rep sleep next to their cell phone?

May 11, 2019

It doesn’t surprise me that 71 percent of us sleep next to our cell phones… What does surprise me is…

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Why you should not sleep next to your phone


What’s the best way to plan my work day?

May 10, 2019

As a salesperson… I’m in the habit of paying myself first. I don’t mean financially. I mean… chronologically. My time is a currency.

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Invest 1 hour a day in yourself to succeed


What’s a pitch day?

May 8, 2019

We’re all very hypocritical, aren’t we? We despise sales reps who call us at home to pitch us stuff…

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pitch days for sales reps


How do I convince my prospect to buy my product?

May 7, 2019

Every company chooses its vendors for different reasons.  Don’t force the reasons why they should choose your product or service over your competitors. If you do, that’s a put-off.  Compel DON’T convince them.

Compel don't convince in sales


Time Waster or Worthwhile Activity?

May 6, 2019

The average Joe (or Jane) spends 17 minutes per month on LinkedIn. Compare this with 27 minutes per day on Facebook. You do the math…

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LinkedIn time versus Facebook


What’s your sales ramp rate?

May 5, 2019

Here’s the formula I use to predict how fast a new sales rep will hit quota…

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How Top Salespeople Land Hard-to-Get Meetings

April 28, 2019

Prospects will take a meeting with you… if they believe you can solve their problem. Here’s how to do it …

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How to build a case for selling


How to build pipeline WITHOUT more calls

April 27, 2019

On a good day a business development rep can make 60 sales calls. Seems efficient. But is it effective?

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How to reach your prospect in 2 calls NOT 18

April 26, 2019

A 2019 sales report shows it takes 18 calls to reach your prospect. Here’s how to cut those 18 calls to 3..

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Connect with prospects in 2 calls


What’s the most effective cold call script structure?

April 23, 2019

I learned this script structure from John Carlton, the legendary copywriter. It goes like this… Imagine you’re in the bar and you happen to be sitting beside your ideal prospect (who you don’t even know)…

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Talking sales in the bar


Is cold calling dead?

April 21, 2019

If cold calling is dead, then we may as well say… Email is dead. Texting is dead. Social selling is dead. Here’s why:

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Cold calling is not dead


How to close 35% more deals

April 20, 2019

It’s been said by one great marketer that… 50% of prospects who ask about your product will buy within the next 18 months. Yet, only 15% of that 50% will buy in the first 3 months…

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Keep following up on customers


What’s the “Rule of 1” for sales reps?

April 19, 2019

What’s stopping you from… Making 1 more sales call. Connecting with 1 more prospect on LinkedIn.

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rule of 1 daily for sale reps


How do I know if the sales rep I’m interviewing is coachable?

Apri 19, 2019

When it comes to increasing your revenue, all the money is in coaching. It’s in motivating, encouraging, and challenging your sales reps so they can hit plan. So, how do you know when you’ve hired a “coachable” sales rep?

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Should we respond to a blind RFP?

April 19, 2019

When it comes to blind RFPs half of sales managers tell their reps, “don’t waste your time.” The other half say “jump all over them.” How about you?

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The blind RFP process


How can I accurately forecast my sales team’s pipeline?

April 18, 2019

Sales managers love seeing lots of activities in their CRM. This rep has 15 opportunities (rockstar) This rep has only 3. (pip candidate) I say…

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How do I get my sales team to increase revenue?

April 17, 2019

Here’s a little“secret”… When it comes to increasing revenue, all the money is in coaching. It’s in motivating, encouraging, and challenging your sales reps so they can hit plan. But here’s the kicker…  

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Sales coaching pays off


How do we avoid the price question on the first sales call?

April 1, 2019

Most B2B sales reps dodge the price question because the “gurus” tell us to show value first. So here’s what goes down on the first sales call …

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Dodging price with customers


What’s the difference between an account executive and an account manager?

March 29, 2019

In 80% of companies an account manager grows and manages existing accounts that have been won by business development managers or sales/account executives. This is because account managers are…

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How do we avoid chasing prospects after sending them information?

March 29, 2019

Every day prospects ask us to “send over information.” The trouble with this is…  We send it off… And then we chase. This is frustrating, time wasting, and energy sucking activity.  

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How to avoid chasing prospects


How do we create urgency with sales prospects?

March 26, 2019

No sales rep wants a pushed deal on the last day of the quarter. So, at the 11th hour they pull out all the sales tricks. There’s the scarcity close…

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Get prospects to take action early


What’s the average close rate for B2B sales reps?

March 24, 2019

Let’s say your sales team has 100 opportunities in the pipeline this month… If you’re selling computer software, you can expect them to close 21 deals this month.

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Closing rate for sales professionals


How do we get more sales leads?

March 22, 2019

One of the biggest mistakes companies make is to put “call to speak to a sales rep” as their ONLY call to action on their homepage. Why is it a mistake?

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Not enough sales leads


How do we prevent a no decision on our sales proposal?

March 20, 2019

Before you try to close your next business deal, know this… 8 out of 10 deals are lost due to no decision. Seeing this pattern in your pipeline and want to reduce it?

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Avoid a no decision in your sales offers


What’s most important to companies when choosing vendors?

March 19, 2019

The number one thought in a customer’s mind when they’re looking to buy something is “Who can I trust?”  To build trust I do stuff I know my competitors won’t do consistently.  

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before choosing a sales vendor know this


How do we remove the dread from cold calling?

March 18, 2019

Before you log into Salesforce to start cold-calling, realize this: Your prospect is in the epiphany phase. And during the epiphany phase, or first phase of the buying process, prospects are curious information-grazers.

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Remove the dread from cold calling prospects


What do we do when our customer goes dark?

March 17, 2019

Sometimes a customer goes dark and we don’t know why. Here’s what to do: Don’t panic. I resist the urge to send them a flurry of emails and voice messages

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Customer goes dark. Why


How do we calculate the # of opportunities we need to hit our sales quota?

March 14, 2019

Pull these 3 metrics from salesforce: Quota number – Let’s say it’s $400,000 per year. This way you can reverse engineer your sales activities. Average deal size – This is how many deals…

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How soon should we follow up on a sales lead?

March 12, 2019

Sales leads you follow up on within 60 minutes are 7X likelier to have a meaningful conversation with you… compared with leads you waited to call even after 60 minutes.

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Sales lead follow up


How do we engage prospects without creating sales friction?

March 9, 2019

The prospects you call on each day are selfish. Just like you and me. They care nothing about you, your product, or your sales quota. And by ignoring their “human nature” is a costly mistake in selling.  

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Stop sales friction


How do we know if our sales process is broken?

March 6, 2019

Where most sales folks screw up is… They either…. (a) have to grind to make every sale. Nothing comes easy. (b) can count on one hand the number of quality leads they get each month or…

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Fix your sales process


What’s the hardest part of B2B selling?

March 4, 2019

40% of sales reps say prospecting is the hardest part of their job. Wanna know what’s a close 2nd? Closing – 36% of reps say closing. Now, if you need a hand prospecting with things like what to say and how to say it…

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Should we text our sales prospects?

March 1, 2019

If you’re not texting prospects and customers, you should! Here’s why… Texts have a 98% read rate! Compare that number to email which, on average, has a 20% open rate.

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How do we recruit driven sales reps?

February 24, 2019

Do you know what’s better than offering a high base salary to attract your next sales rep? No, it’s not commissions. Try again… It’s growth. When you talk with them, get them excited about an attainable promotion ladder.  

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Big company vs. startup?

February 22, 2019

The bigger a company grows, the more bureaucratic it becomes. Personal leadership yields to hierarchy. The CEO no longer recognizes his employees in the elevator. Managers get buried in reports.

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How can we increase our email open rates?

February 20, 2019

Before you send out your next sales email, consider this… “5x as many prospects will read your subject line as your message.” If you send 50 emails per day, only 10 people will read “past” the subject line.

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How do we convince our customer to renew?

February 17, 2019

Before you pick up the phone to “follow up” with a customer whom you need to close by the end of the month… know this: “A compelling offer is 10x more powerful than a convincing argument.” Perhaps you’ve seen these…

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What’s the best question to ask before pitching?

February 12, 2019

Before you pitch, ask your prospect… “Is your biggest problem X, Y, or Z?” Then ask them, if we could solve that problem for you, what would it be worth to you?

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What’s FUD in selling?

February 9, 2019

Are you using FUD in your sales outreach? FUD, or fear, uncertainty, and doubt, is an old school selling method companies use to get their prospects to stop, think, and change their behaviour. FUD goes like this…

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How to Hire Sales Reps Who Will Produce NOT Just Collect A Pay Cheque

February 7, 2019

Do you know what’s better than offering a high base salary to attract your next sales rep? No, it’s not commissions. Try again… 

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How do I prevent my emails from going to my prospect’s spam folder?

April 19, 2019

I was recently asked by a smart, over-achieving sales executive what my click/response rates were with a one-liner email? Here’s how the conversation went: Me: Do you want to measure your prospect/client email response rates?

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