Stick it to them – Concrete and Credible. 
Part 2 of a 3 part series on making sales messages stick.

Face it, some of the most compelling sales messages don’t stick.  How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on [...]

Posted in General Skills, Podcast, Proposing, Qualify, Sales Cycle No Comments »

There are a few basic behaviors that top salespeople should follow in tough economic times to sustain their performance. First, make your customer’s goals your personal objectives. Demonstrate how your product or service will advance their ambitions. Only propose solutions that solve their business problems! Second, justify all proposals with payback beginning in the current [...]

Posted in Down Economy Series, Podcast, Qualify No Comments »

Believe it or not confrontation CAN be used as a tactical sales tool in your sales process.  Complex sales cycles can get stalled when clients and/or prospects procrastinate or take steps/make decisions based on incorrect information that jeopardize the sale.  Sometimes you need to confront them to get the sales process back on track.
Sales Podcast [...]

Posted in Account Management, Podcast, Qualify, Sales Cycle No Comments »

Increase your close ratio and effectiveness in the complex sales process by utilizing sales techniques that enable you to disqualify prospects earlier in the sales cycle that are not good Sales Opportunities. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability to qualify prospects. Learn about profiling your customer, [...]

Posted in Podcast, Qualify, Sales Cycle No Comments »

Navigating through a decision by committee is the most difficult complex sales you will ever experience. If you find yourself in this type of sales cycle there are some key sales techniques you should employ to improve your close ratio. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability [...]

Posted in Podcast, Qualify, Sales Cycle No Comments »

This week Mike and Joe talk about The best questions to ask during the different phases of the sales cycle: prospecting, discovery, persuasion, closing, negotiation, etc..
“A good sales person is one who employs the Socratic approach to discovering the truth” said Mike???

This weeks Master is:
Jack Malcolm, President
Falcon Performance Group, Inc.
Falcon Performance Group helps companies involved [...]

Posted in Podcast, Qualify, Sales Cycle No Comments »