Imagine for a moment: what if you placed the same emphasis on referrals as the other items in your sales process? Where could this take you? To help gain clients and sales, your sales marketing plans might already use some combination of advertising, seminars, lead generation, cold calls, and professional networking, etc. Salespeople rarely use…
Think about the following sales situation for just a minute: You’re in pharmaceutical sales. You’re going into a medical facility. You know this medical facility has two gatekeepers. You also know that in the reception area…
Recently I received the following message from a student who is quick to implement what she has learned in her sales coaching sessions. The appointment that is described in this article is what happened in her words…
Whether it is for financial services or a countless number of other industries, nearly everyone has an incumbent agent or company that they have an established relationship with…
Today’s question is from a sales manager, who writes “When should my salesperson start calling for an appointment? After the first two mail pieces? How often should she call? Do you have a rule of thumb on this?” Make That First Sales Phone Call NOW! In sales, we work in imperfect worlds. We can’t always…
Prospects ignoring your requests for follow-up appointments? If you are having trouble getting prospects or existing clients to respond to your requests for follow-up appointments, you need to take a different approach. Strategize with this helpful form letter from Business Coach Chuck Bauer before sending your next email request. Good Morning <Insert Prospect’s Name>, The reason…
Sales Distinction! This is going to be quick and easy. If you truly want to make more money in your sales career, if you really desire to close more sales and grow to be the sales leader you have always wanted to be, then you must become sales distinctive! Before we begin you will need…
One of the very best closing tools that you all have in your back pocket is the ability to REALLY listen to a client or a prospect. That’s correct: really listening to a client or a prospect will move you closer to closing the deal. Why? The answer is very simple. When we REALLY listen…
A Powerful Way To End Phone Calls and Meetings I am asked many times during speaking engagements on what I do when I conclude a call with a client. Additionally, I do many “live chair-sides” where I am either listening to the sales pitch over a phone call and many times I do live one-on-ones…
You must follow up! If you don’t, your prospects will think you have ghosted them—to use current parlance—and they will never see a reason to get back to you! One way to help you follow up—and keep on track!—is a Prospect Follow Up Chart. Many people I have met on my business travels do not practice…
Business Coach Chuck Bauer works with companies and individuals to help them Work Smarter, Make More Money, and Take More Quality Time Off. To learn more, visit chuckbauer.com
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