I recently had a response from a prospecting email that gave me pause. I had sent the prospect 2 emails in one week and they are sent 4 days apart. His response was, “Hey, you are being aggressive.” Really? I was amused because I thought this light touch email campaign was slightly passive. At the...
Author: Kassy Good
Do You Understand the Sales Equation?
There are many elements that go into sales and to list them all would be overwhelming. That’s one of the reasons why so many of us struggle in our sales careers because we are all over the place looking for answers. The unfortunate thing is that is what we are taught by our managers, experts,...
The Yellow Brick Road of Prospecting
There can be nothing more daunting to a salesperson than to be handed a list of prospects to begin calling on. The list usually has hundreds of names and, at first glance, it looks like you have a mountain to climb. In some ways, it really is a mountain as you prepare to introduce yourself...
No Apologies For Prospecting
Have you ever been cold-called by a salesperson who opens the call with ‘Sorry to bother you, but…”? You should never apologize when selling and prospecting. How many of your co-workers in other departments, such as operation or finance, have to spend their time apologizing for doing their job? So why should you apologize for...
Small Fires Make Little Heat
A salesperson without desire is like an oven without a flame. You can’t cook much with it. Salespeople should be the most goal-driven in any organization because, without their hard work of bringing in sales, no one else really has a job. So, it would stand to reason that a salesperson with a passion for...
Passing The Persistence Test
Sales is not a quick path to riches for all of us, but it certainly can lead us there. Some people take to it like a duck to water while others seem to slowly trudge along. Are the successful ones just having a run of good luck or possess exceptional skills? Maybe, but there has...
Getting Punched in the Face? Cold Calling & Rejection
Very few salespeople get excited about cold calling and sales rejections hurt no matter who we are. That’s your baseline and it’s something we all have to overcome to be successful in sales. I want to tell you that there is a great hypnotherapy technique that will quiet your inner voices or give you a...
Building Up The Nerve To Cold Call
Let’s face it, you can only run from cold calling as a salesperson for so long. If you managed to be successful without it, chances are it is because someone else is doing the heavy lifting for you to generate your leads. But if you really want to become the great salesperson you think you...
Close the Deal or Walk Away
Sometimes it is hard for a salesperson to know if they should close the deal or walk away from it. You have arrived at the moment of truth and it is time to ask for the sale. You have done everything necessary to control yourself, your process, and the customer up until this point. There...
Dealing With A Tricky Sales Objection: The H.E.L.P. Method
Don’t you just love it when a customer throws you a curveball during a sale? Something that really takes you off course and keeps you from your sales process. We call them Sales Squirrels. They show up out of nowhere and, like a dog, you chase them around and around the tree getting nowhere. There...