Grrrrrr... No matter what you seem to do in your sales process, you don't close at the same rate as your office's "superstar." You've tried everything: increasing urgency, closing more aggressively, qualifying prospects better, saying "no" to more requests, and nothing seems to improve your results. It's frustrating because you can't seem to find [...]
You and your prospect agreed to a price and date to begin service. Then, when you sent the forms to sign...nothing. Did your weeks and months of hard work go down the drain for naught? What did you do to get your prospect to act? You did do something to incent them to act, [...]
It just does. That’s why you clicked on this post. I admit it was a cheap trick to get you to read this post (for which I apologize), but hang in here and you will understand the point I am making with the title. Getting you to click on this post isn’t enough to build [...]
Do successful business leaders do something different? Or do they get to the top by ruthlessly cheating and conniving? Evidence suggests both ways work. But which would you rather do? Check out what some of the most successful business leaders do in their mornings: 1. Jack Dorsey, Co-Founder of Twitter and Square He gets up [...]
Jonathan Farrington says the biggest obstacle to sales success is the "Egocentric Predicament." Wait a minute! What? Put simply, the "egocentric predicament" refers to placing your own interests above the client's. To put others' interests above your own requires extensive hard work overcoming yourself. And overcoming yourself, Jonathan adds, isn't an easy process. But when you [...]
