Follow Up Best Practices
Where to Start? Too many sales people only think about their follow up best practices when they are actually following up. The most effective of sales people know that the best way to avoid a follow up from going cold, is by setting good expectations of what is to happen next – before they hang […]
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Training Opportunity – COJG
Heard of COJG – the Canadian Ontario Job Grant? The Canadian Government has invested training money that you may be eligible for. If you have ever wanted to provide your “client facing” team with quality professional development, take advantage of this opportunity. Training Topics Sales, Customer Service, Communication (any “customer facing role”) Topics Include: Prospecting […]
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The 3 Cycle Rule: How to Break Up with Your Prospects
It’s a rule to help you measure a customer’s true interest and the quality of an opportunity.
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Creating an “Experience”: Who Would You Buy From?
What is your customer really buying? What keeps them coming back? What is going to make them refer people to you? What will decrease the importance of just price alone?
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The “Permission Approach”
It’s the technique of telling your customer ahead of time what questions/topics you would like to cover/ask the next time you talk with them.
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The “Assumptive Approach”
It is a technique for easily and quickly booking a meeting (face to face or by phone) with your audience when you are not in front of them, not talking with them or not everyone has their calendar.
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Schedule Phone Meetings Instead of Playing Phone Tag
While this topic by its title may seem too simple for a whole page, I can tell you that it is the single most powerful technique I use on a day-to-day basis.
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Take Control – There Is Only 1 Driver’s Seat
Just like in a car, in every relationship, there can only be 1 “driver” (lead). You or them? The sooner you “grab the wheel”, the faster your audience will naturally move into the “passenger” seat (which ultimately means they trust you).
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Effective Selling Starts with Understanding Human Nature
Do business relationships imitate personal relationships? YES!
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The Communication Circle
It’s a communication technique that can be used both verbally (phone or face to face) and in written correspondence (i.e. emails).
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