Becoming a trusted advisor

Sure, you make your sales quota every month. You are pretty well educated in your field and an expert in related fields. But what distinguishes you from the top salespeople? The top salespeople are trusted by the buyer to help advise them on any questions they may have. A customer knows that a top salesperson Becoming a trusted advisor

Building Rapport

To generate new clients and retain your existing ones, there is an essential need to connect. There are many tips for building rapport but they must all be grounded in a very real and authentic desire to build trust. People can smell genuineness from a mile away, so there’s no real “faking it” in this Building Rapport

The Classic Five Buyer Decisions

When working with a potential buyer, many tools and tips are racing across our minds. From how to shake their hand all the way down to how present your services, we are full with an overwhelming list. These lists are very helpful and work efficiently but it is important to not become overwhelmed with what The Classic Five Buyer Decisions

First Impressions

You never get a second chance to make a first impression First impressions occur on a very subconscious level and are quickly set in stone. When meeting someone new, we’ve only got a short amount of time to start things off right. According to Zig Ziglar, it takes just 7 seconds for a first impression First Impressions

Understanding your prospects

To create dead-on messages, you have to know the ins and outs of your prospect – from daily struggles to big-scheme goals. Getting an in-depth knowledge of your prospect involves looking outside of the box. Don’t just rely on what the company’s “About Us” page can offer or a few insider comments. Get to know Understanding your prospects

Email Following Techniques

You’ve made the call and it went pretty well. But you’re not done yet. Following up is just as important as making the call and is a vital part of cultivating a good relationship with a prospect. Make sure to not send everything in the first follow-up email. This will give you more opportunities to Email Following Techniques