How would you rate your cell phone company's customer service? How about your cable TV customer service or your computer company's customer service? What word or words would you use to describe your feelings when you have to make one of those calls to either...

Out of all the possible objections you get when selling your product or service, the nebulous, "I want to think about it" is probably one of the hardest ones to overcome. I mean, the prospect isn't saying no, exactly, but he isn't giving us an objection that...

When is an objection NOT an objection? When it comes at the beginning of your presentation.

The blow offs you get at this stage are merely initial resistance, and the last thing you want to do is try to overcome them. Instead, you must acknowledge you...

Have you ever been at a complete loss of words after a client or prospect has said something so outrageous that at first you find it hard to believe they may have said it? Or have you ever gotten a question or a statement during your close that you just have...

If you set appointments by phone, then you know how hard it can be. Getting past gatekeepers, identifying decision makers, overcoming brush offs, overcoming objections, it can get pretty discouraging, can't it? What if I told you that the hardest thing about...

Now, let me just say for the record that I agree with a lot more than just these two things that Jeffrey says, but these are things I've known for many, many years. I hope they resonate with you, too.

So here's the scene: Large corporate sales conventi...

A few months ago I was in Las Vegas training at a very large company's sales summit. I love these events because I not only get to train wonderful groups of sales professionals, but because I always learn so much myself. Below is an example of five things I ...

One of the hardest things for sales reps to handle is a prospect who is not responding to them after they have done a presentation to them. I'm sure you've got some of them in your pipeline right now. You've given them your 45 minute demo, answered their few...

Recently I was asked by a client what a best in class inside sales organization looks like. This got me thinking about all the companies I've worked with, and after a while I picked a client company in Canada that I believe is practicing the 5 crucial elemen...

Last week I was in Las Vegas presenting to a team of about 150 directors of inside sales and the subject was how they could to help their inside sales teams set more appointments. The problem their teams were having (and they are not unique in this way as ma...