When "Mom and Pop" still owned the local store, customers could go in and get a friendly hello and highly personalized service. For generations, much of our business was done on a first-name basis, often over handshakes and coffee, not contracts ...
Category Archives: Sales
Avoid Yes or No Questions Early On
If your sales process starts out, "hey prospect, do you need life insurance?" you might as well be hitting yourself over the head with a 2x4 instead of making sales calls. By making your first sales question a yes or no proposition like that, you ...
Always Be Building
You have, no doubt, heard the old sales adage, Always Be Closing (ABC). And while this is certainly true, there is another sales idea that deserves your focus. While not as flashy and slick as ABC, Always Be Building is a ...
5 Ways to Get the Sale
Getting the sale is the most important piece of any small business pie. Without sales, there is no business. How you get the sale can define your business as well as determine your ongoing ability to succeed. If the only sales ...
Moving Sales Through Your Pipeline
S. Anthony Iannarino makes a good point when he argues that your sales opportunities have a short shelf-life. He says "One of the iron laws of sales is that the longer your deal sits between stages, the more likely it is to stall (or to die altogether)," in his informative article The Short Shelf-Life of a ...
