10 Steps to Make It by the Gatekeepers (in 2021!)
Gatekeepers. Need I say more? It seems their sole mission in their professional life is to protect the time of your prospect. Sometimes they’ve been told to “screen all calls,” and other times they’re given full control to manage their boss’s inbox. Whether the role has been assigned or is simply seen as a way […]READ MORE
How to Close More Sales with Follow-Up
My son recently taught me a lesson on how to close more sales with follow-up. He began asking a couple of weeks ago for my wife and me to buy him MLB21 for his PlayStation. After a couple of weeks of his asking, my wife finally gave in and purchased the game the other evening. […]READ MORE
Using a Power Statement for Better Prospecting in 2021!
Are you using a power statement for better prospecting? I first stumbled across a power statement back when I was taught about having an elevator pitch. The concept of “pitching” seemed cheesy to me, and typically turned off my prospects. But a power statement had an entirely different impact. It was and still is the […]READ MORE
Why You Need to Triage Your Prospects
Whether you sell B2B or B2C, you need to triage your prospects. In banking, the saying goes that if you borrow $100,000, you are a customer; if you borrow $1 million, you’re a partner. Your business presumably has a bunch of customers, and a few partners. The partners are the big fish. They might offer […]READ MORE