Text messaging is becoming a more common prospecting tool, but many sales professionals want to know how much they should use it and under what circumstances. Texting typically works better when you have already had some interaction with the prospect as opposed to...
One morning in 1948, Michael Hernan opened his mailbox and found a letter that must have stirred up some emotions and sparked memories of his youth. Hernan was then a 71-year-old retired fire department captain, who was enjoying his golden years. Earlier in life, he...
Only 24 percent of salespeople exceeded their quotas. That’s according to a report by sales strategist Marc Wayshak entitled, “18 Sales Statistics You Need to Know About Right Now.” The report summarizes Wayshak’s study of 400 practicing salespeople. Sales reps like...
Most sales reps believe there are an infinite number of objections that a prospective client could give them, but objections really boil down to just a handful of things: Competitor: “We already work with X.” Timing: “Call me back next quarter.” Price: “We don’t have...
Some people are blessed with a natural ability to get what they want. They have an innate ability to influence people, sway opinions and win arguments. While such “mind powers” are instinctive to some, most of us have to work hard to persuade people to our way of...
A colleague recently handed me a yellowing copy of Robert Ringer’s Winning Through Intimidation, a personal development book published 47 years ago. The fact that it was so old was precisely the reason I was excited to read it. I’ve been on an old-book kick lately....
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personally authored by Jeff Beals delivered to you every week designed to keep you on the cutting edge of the sales profession.
Are You Ready for Selling Season? It Kicks Off Tuesday!September 4, 2020
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