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Category: Sales
Entrepreneurs, dreams, and discipline
In the fall of 1985, my father retired at age 62 to start his own business. He was an expert in the field of pipeline controls, and he chose to retire early to become a consultant. I remember his fresh set of business cards in the gold-plated holder. It was exciting. Unfortunately, 20 years later, he passed away without having gained a single client.
How to warm up cold calls
If you took a survey of personal preferences, most people would probably say they much prefer a warm shower over a cold shower. I have found the same rule applies to cold calling. Most (not all) of us would prefer a warm call to a cold call.
The biggest barrier to increased sales..
The main reason businesses succeed is due to high sales. Conversely, the most common cause of business failure is low sales. Selling is like oxygen: You can choose any attitude you wish about it. The reality is that we need it to survive.
The most important component in a successful close
Have you ever seen a situation where a big deal is ready to close and things fall through in the “11th hour”? It happens way too often. Why? Yes, we could have been weak and ineffective in our closing techniques. Even if we are the worlds best closer, we would have a tough time closing if we have not understood up front exactly what the prospect wants and why they want it.
The Secret that Top Performers Know
In his book, “Five Secrets I Learned from Millionaires”, author Paul Evans talks about “Winning in the margins.” It is based on the concept that profitable activity works best when done with consistency, and the most incremental difference can add up to big success.