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Every Sale Should Be THIS Easy

Here’s a great story from Joanne Black of how easy it easy to close a deal when you’ve been referred in. There are social selling techniques you can use to get more referrals. Sniff around this blog or visit Joanne’s blog for ideas on that. With referral selling, the hard part is over before you [...]

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Do you believe proposals have magic powers?

Do you believe proposals have magic powers? If I put the question this way then I’m sure you’d say “no”. But throughout my career I’ve observed sales people acting as if proposals do have magical powers. As soon as a buyer shows enough interest to allow us to create a proposal it’s like a genie [...]

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Use leverage

Great post today by Anthony Iannarino. It’s really critical to give your prospects a reason to act; otherwise your biggest competitor–status quo–will win. How to Get Leverage A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of [...]

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Trigger event types

This post is in reply to a comment left by Louis Gudema on my last post. If you haven’t checked out Louis’ blog, you should. He’s writing some excellent stuff about modern sales and marketing over there. As timing would have it, Louis just updated me that he has a new (free 83-page) ebook out [...]

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Don’t just check in

Nice post by David Brock. I went on about “just touching my base” here. It drives me nuts. I’m glad David agrees (smart dude!) “Checking In,” Is Not A Next Step! For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience.  I try to rein it in–I’ve [...]

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Show me the money

“Show me the money, Jerry” Those are the words from a classic movie scene in the film Jerry Maguire (see the video at the end of this post). It’s also a great phrase to keep in mind when selling to senior executives that will sign off on your deal. I saw an example of this [...]

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Do you value your selling time highly enough?

“As we discussed, I’ll get back to you with ideas and the data you requested on A, B & C” That’s how an initial meeting ended recently with a technology sales person. In general, I liked the way this sales person ran the meeting with us. She started the meeting by asking questions to discover [...]

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Deals Have Momentum

Deals rarely slow down then close. Deals that close have momentum. The pace of the communication accelerates as you get near closing. The prospect has questions. They are about to make a commitment. As they draw closer to making that commitment questions crop up in their mind. They want to be sure they are making [...]

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Close don't Propose

Don’t Propose. Close.

I don’t care how many proposals you have out. Truth be told you probably don’t really care either. What you care about is how much money you are going to put in your bank account this month, this quarter and this year. Proposals are not going to get you there. Deals are. Closed deals.

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Proposal Gone to Neverland

Has Your Proposal Gone to Neverland (Part II)?

In a previous piece about proposals I said that you should try to avoid producing proposals without selling all the decision-makers in the sales process first. I thought it might be useful to say a little more about how to correctly develop a proposal (actually a “statement of work” – see my previous post for [...]

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