The Sales Fix

Strategies to Power Growth

Latest "Responsiveness & Follow-up" Posts

June 27, 2017

#495. Learn How to Create a Killer Presentation by Asking the Right Questions. With Tim Wackel.

In this episode of Accelerate, Tim Wackel shares how to create a killer presentation by asking the right questions.

January 6, 2017

First, Turn Your Phone Off

Sellers, turn your mobile phones off And put them away, out of sight, while you’re making sales calls. It’s so obvious that one would think you shouldn’t have to remind people. And, yet… Weapons of Mass Distraction Recently, I conducted a workshop for a client and their roughly 80 inside sales reps. A majority of […]

July 14, 2015

Are You The Boss Of Your Own Sales Process?

Focus on controlling your personal sales process to accelerate decisions There is general agreement that the world of buying and selling has changed, that universally easy access to information has shifted the balance of power in any sales transaction (or purchase transaction) from the seller to the customer. And, yet, there still remains a major […]

July 13, 2015

What The Tour De France Can Teach You About Winning More Sales

Improving just 1% will help you win you more deals. If you watch the Tour de France, you’ll quickly realize that professional bicycle racing is a highly technical sport. The technology involved in the design and construction of the bicycles, as well as the advanced technology employed to train and measure the fitness of the […]

June 15, 2015

Are You Cutting Corners In Your Sales Process? 5 Warning Signs And 5 Quick Fixes

“When you win a lot, sometimes you don’t continue to emphasize those very things that created the success to start with.” Nick Saban, Head Football Coach, University of Alabama You’ve no doubt heard the expression that “familiarity breeds contempt.” This applies to sales as well. In this case it means that you lose respect for […]

June 1, 2015

Perfect The Elements Of Your Selling That You Control

Do whatever is necessary to take your prospect’s breath away. As a salesperson, you don’t have control over many of the most crucial elements of your selling. This includes several of the key aspects that are central to developing the prospect’s perception of you, your company and your offering. You can’t control: The completeness or quality […]

May 26, 2015

Value-based Persistence: Turn Resistance Into Interest

Don’t Just Persist: Use Value-based Persistence Anyone who has ever sold for a living has encountered a situation like the following. After weeks of trying, you’re finally broke through and are talking for the first time to a buyer at a company who you feel you would be a perfect fit for your product or […]

May 12, 2015

The Simplest And Fastest Strategy For Sales Growth

There is no simpler and faster strategy to grow your sales than to quickly and effectively follow-up your sales leads. Great sales lead follow-up can be an engine of sales growth for most companies and salespeople. I have helped many to double their sales merely by modifying and accelerating their procedures for following up their sales leads. (Click here […]

May 11, 2015

Avoid 20th Century Thinking About 21st Century Sales Leads

Sales Leads Today Are Not Old-Fashioned Sales Leads “These are bad leads. I can tell just by looking at them.” Really? How often have you said that? Or heard other salespeople make this claim? I hate to say it, but I still hear salespeople say this like they believe it. When so much has changed […]

May 7, 2015

Video Sales Tip: Two Tough Questions To Ask After “We’re Not Interested”

I am frequently asked by salespeople, “What should I do when people say they’re not interested?” To answer, I channel my first sales boss, Ray. He had the best, and simplest, answer to this question: “Go find someone who is. “ Click below to watch my video. I’ll help you figure out when to persist […]