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Getting Ready To Get Ready…

Getting Ready To Get Ready…

| October 19, 2015

Making the transition from getting everything ready to go and actually taking the next step can be a lot harder than it sounds.  Laying the groundwork feels so darn productive… because it is!  Leaving the getting ready mode has a sense of uncertainty and often leaves many caught in a frustrating circle.  

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Getting Ready To Get Ready… Start Selling More

Getting Ready To Get Ready… Start Selling More

| September 18, 2015

A few months back I started working with a new client … let’s call him Jim. We started working together because Jim made the big decision to leave the comfort and security of salaried 9 to 5 (which he hated) and decided to go into business for himself, selling a similar service. This wasn’t a […]

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Stop Making Decisions for People You Don’t Know

Stop Making Decisions for People You Don’t Know

| August 14, 2015

Mind reading is costing you sales, income, opportunity and it’s limiting your options.

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Stop Making Decisions for People You Don’t Know

Stop Making Decisions for People You Don’t Know

| August 14, 2015

The other night I was sitting on the sideline watching my son Anthony’s (age 10) football practice… and I noticed, what I guess was, a strength training exercise. The coach was having the boys sprint up a very steep, grassy hill and walk back down – only to do it all over again. On the […]

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Want to close more sales? – Start asking stupid questions.

Want to close more sales? – Start asking stupid questions.

| April 28, 2015

Your competition, they hear a request for information and pricing and they get to work giving good answers hoping they are their right ones and this person will buy.

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Want to Close More Sales? Start Asking Stupid Questions

Want to Close More Sales? Start Asking Stupid Questions

| April 28, 2015

They say there is no such thing as a stupid question… So why do we not ask more of them? Good salespeople have good answers , but great salespeople have great questions! It is not unusual to feel hesitant about asking, what may seem to be an obvious or even a stupid question.  There is […]

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Are you finished before you start?

Are you finished before you start?

| April 15, 2015

This is more common in sales than we think, not just for those new to the business, it can affect experienced sales people who have fallen into the infamous “rut”.

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ARE YOU FINISHED BEFORE YOU START?

ARE YOU FINISHED BEFORE YOU START?

| April 15, 2015

A colleague and I were in a conversation recently.  He shared a very profound statement; “You can be finished, before you start.” We were talking about the power of one’s mind, more specifically about ones sales mindset. Todd was sharing a conversation he had many years ago, when he was a pharmaceutical sales rep.  He […]

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WHO IS CLOSEST TO MONEY?

WHO IS CLOSEST TO MONEY?

| April 10, 2015 | 0 Comments

Recently, I started working with a design-build firm. Design-build is where a company would like to build a new facility and instead of first hiring an architect, then a builder along with all the subcontractors that go along with a building project – many times it makes more sense to work with a company that […]

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Who is Closest to Money

Who is Closest to Money

| April 9, 2015

The process was slowing down early on in the selling process… specifically in the initial communication phase.   Meetings, phone calls were ending without a specific next step to move forward.  

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