It’s the Holidays!
Thinking that you should cut back or give up on prospecting altogether during this time of year? No one’s doing any work. It’s the holidays. Nothing gets done till January. It’s the holidays. No one...
View ArticleThe Four Biggest Roadblocks to Selling More
1. Repeating the same action over and over and expecting different results The biggest enemy to sales is the status quo. When sales trainers say this, we are usually referring to prospects. The idea is...
View Article7 Tips for Building Relationships & Guaranteeing Repeat Business
1.) Ask all of the questions that you need to ask to ensure that you truly understand your client’s needs. Don’t assume that you know what your client wants or that all clients have the same issues...
View ArticleThis May Shock You
Does your team have excellent, engaging telephone conversations with prospects only to have those prospects decline to schedule an appointment? Read on to discover a controversial answer to this very...
View ArticleThe Top 10 prospecting Mistakes
Are these mistakes keeping you from reaching your sales goals…? Not understanding your goal When you dial the phone or hit send on an email, what do you want to accomplish? What action do you want your...
View ArticleFilling the Sales Pipeline?
“I have made attempts to contact you to determine if there is a mutual fit between our companies. How would you like for me to follow-up with you going forward? “I have been working under the...
View ArticleDon’t Do This
I got a phone call from a sales executive. She told me that she represented a Famous Marketing Legend and that the Famous Marketing Legend had wanted her to call. Years ago, I’d purchased some...
View ArticleSummertime Blues
“Summer vacation is here for a lot of people. …Is there anything you have done specifically to make it through the ‘vacation season’ and still achieve your goals?” Read on for my answer… It’s...
View ArticleIndependence Day?
We have just completed the July 4, Independence Day holiday. I’m curious, what makes you independent? I was never supposed to be a sales trainer… I was supposed to be a ballerina. My first career was...
View ArticleDo You Know Your Numbers?
Are you a business owner or sales professional worried about where your next sale is going to come from? Do you wish that you had more control over filling your pipeline? The answer always lies in the...
View ArticleWant Rockstar Salespeople?
You know how frustrating and stressful and overwhelming it is when you leave every sales meeting wondering if your sales team knows how to sell because they are not selling, and all you ever hear from...
View ArticleSalesology® Is Here
Perhaps you have noticed, today we have a new look… COVID has changed everything; the way we live, the way we work and the way we interact with each other. It is also very clear that markets have...
View ArticleWhat is the meaning of change these days?
What is the meaning of change these days? I wanted to know, so I googled it. From dictionary.com I learned: Its’ a verb (used with object), changed, chang·ing. to make the form, nature, content, future...
View ArticleTime to Take the Money?
When is it time to close the deal? How do you know? And, how do you know when it is… Yesterday morning I had a phone call with a consultant that had been recommended to me. We had a good conversation...
View ArticleAre Your Cold Emails Leaving Prospects… Cold?
Want to grab and hold your prospect’s attention and get them to respond to your cold email? Don’t do this… Recently, I have been barraged with cold prospecting emails. I wrote about one last month....
View ArticleDon’t Do This… Ever!
Want to grab and hold your prospect’s attention and get them to respond to your cold email? Don’t do this… This is an email I recently received from an independent insurance agency. (Names and details...
View ArticleAll Sales People Use Scripts
Think sales scripts are phony, inauthentic and just plain wrong? Do you think that you don’t use sales scripts and you certainly don’t want your sales team using them? Think again because the truth is…...
View ArticleHow to Become A Genius
“No one can arrive from being talented alone, work transforms talent into genius.” – Anna Pavlova Anna Pavlova knew what she was talking about. She was a Russian prima ballerina in the late 19th and...
View ArticleAre You Ready for 2022?
We are heading toward 2022. Almost a brand-new year. Are you ready for it? Have you set your 2022 goals telling yourself: “I’m going to make 2022 my best year ever,” “I’m going to make more prospecting...
View ArticleAll Buyers are Liars?
Earlier this week in the 3Z Appointments skills training and coaching program, one of the participants posed this question: “Wendy, is it true that all buyers are liars?” I thought this was a great...
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