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…
Steps To Referral Program Sustainability With this and any referral program, what you need is a program that is so simple and systematic that when you set it in motion, it requires ZERO thought and only needs to be revisited once or twice a year for minor refinements! I received a question from a coaching…
Four elements help you close the sale: Recently I listened to one of my CEO clients give a sales meeting pep talk. His theme was the psychology of the sale—perhaps the most important factor in moving toward the close. Unfortunately, many salespeople overlook the psychology behind the sale and instead repeat the same mistakes and…
Listening to thousands of in-person presentations and phone calls since the mid-1990s has taught me that voice inflection is not something that salespeople get trained on, despite its importance. Neither sales managers nor salespeople pay attention to it. Yet it is extremely important in the sales communication process, particularly in building intimacy with people, regardless…
A sales challenge just in from one of our clients… I have a PROSPECT that is close to closing the deal with me. They have around $3 million and as an enticement to come over to me I offered to give them a savings account rate of .75% for their savings. That is well above…
We have our recruiting flyer. We have our career package. We’ve done all the right things. We’ve gone through thirty resumes. We’ve done phone interviews with the top ten candidates. We’ve identified the three people to interview. We’ve done the interviews. And we now believe we have found the one person. But there’s one more…
Every day across the world, there are hundreds of situations in sales known as sales jeopardy. Sales jeopardy is that moment in time, whether you’re face-to-face or on the phone, when you have made the presentation and are not getting a yes or a no.
One of the most common gripes I encounter from Salespeople or Business Owners is that their prospects or clients are always canceling their (face-to-face, webinar or phone) appointments or even worse, they are getting no-shows.
You may be thinking “How weird!” about the title of this article. But you know what? It has a lot to do with many things we have to do in the sales industry. Find out how motivation can be the key to making or breaking your daily sales goals. What’s different about today? You know,…
Every salesperson out there can change their sales revenue dramatically by using the “Top Secret Sales Question.” This question, could result in an immediate 10% to 15% annual revenue increase if used properly! Here is the Top Secret Sales Question: “TELL ME ABOUT YOU” Can you believe how simple that is? Four words. That’s correct:…
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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