Today, I will share with you 3 ways salespeople waste time and sabotage their own success. If you can make it through the week without doing any of these 3, you’ll start closing more sales because you’ve built a routine. #1 Wandering throughout the day without a plan, reacting to what shows up Before you leave every day, I …
A Sales Playbook is your company’s blueprint for how to prospect and close a deal. Today I am sharing with you a seemingly small but SIGNIFICANT three-step system out of my playbook. You’ll want to habitually implement this process after EVERY call with a potential prospect or client. 1. Always have a next action First, at the end of every …
As you may or may not know, I advocate the use of print newsletters as a means for connecting with your clients and building a relationship. However, far too many make the mistake of sending something just for the sake of sending something and miss the purpose of the newsletters altogether. So, IF you are going to put one together, …
One of my MSP clients asked me during our monthly Q&A session “When we’re doing letter campaigns and list cleaning, one of the things that I run into because we target small law firms is they typically have multiple partners in the firm. So my question is would I address something like a mailer to one person or all people? …
If you want a rep focusing on a particular product, pay them more commission for selling it. So, for example, when we first launched MSP Success Magazine, it was a new entity, so I paid a higher commission on any advertising sold in MSP success than their regular sales. So, in other words, I wanted them to focus on that, so …
Here’s are the 5 things prospects are really trying to figure out when they meet with you. This will be a good list for you to take in every sales meeting before you sit down with a prospect just to remind yourself. The first thing clients are trying to figure out is: are you knowledgeable and are you competent? Do …
The thing about referrals is that people refer more because of their relationship with you than any reward you’re going to give. So, people get really hung up on the “If I just reward them enough, I’ll get the referral.” When the reality is it really has to do with their relationship with you. So, for example, I’ve got a …
Save yourself time and headaches with these systems. So, when you look at what most firms do for their marketing, it’s what I call vulture marketing. They basically wait for something to die in front of them and then they go jump on the carcass and hen peck it with all the other vultures. And clearly, that is not …
I want to share with you a very personal story about a pink Carnival “ferret” and why you can trust us to NOT disappoint you. If you’ve checked us out, or looked at any of our nearly 400 recent client reviews or case studies, I think you’ll agree that we make a compelling case about our ability to help MSPs …
EVERY salesperson has gotten the dreaded “I want to think it over” response. Problem is, how do you respond politely and without annoying the prospect to the point of them telling you to go to hell? Most salespeople just roll over and say, “Okay! Call me if you have any questions,” which is essentially abandoning the sale. Not good. So …
