I recently received a call from a potential new customer seeking services. In speaking with the customer, I started the conversation with the usual friendly, rapport building banter. (I had my phone available and had googled him while I was asking about the snow.) The conversation turned to what I hoped to learn about the business in order to better meet their needs and provide value. I asked what prompted the call, and if we could set a time to meet to further discuss the pa
How to Let the Inner Lion “Roar” A Guide to Handling the Fear of Sales Rejection For some sales people, the thought of cold calling causing ice water to run through their veins. The fear of rejection can keep salespeople in their seats, off the phone , and deny them the possible “yes” from their prospects because they are too afraid to ask for the sale. The following is a guide to help deal with these emotional potholes. Don’t let the fear of rejection keep you in neutral and
“What Happens When you Reel it in, the Fish hits the dock, then flips back into the Water?” How to Salvage a “Red Hot” Deal Gone Cold Ever have a deal that is just about signed, everyone agrees, one more thing to do, then silence. They don’t return your phone calls, e mail stays in cyberspace, and when you call, they are in the meeting that never ends. The following are some ways to help breath life into a dead deal. What have you got to lose? Put a Date to your Follow up Cal
“Suffering from Sunday Night Anxiety about Monday Morning?” Ways to cope with the “Sunday Work Blues” How many people start to worry about Monday morning on Sunday at about 4 p.m.? According to a poll from monster.com a whopping 78% of Americans have this anxiety, with 59% describing it as acute. This problem is very common, and can be preventable. The following is a list of tips to help handle this anxiety and bringing more joy to the weekend. Relax & Distract Focusing on th
How to Become More Positive and Change your Life The following is a list of ways to become more positive in your life. We often react with the thought that life happens to us. Unaware we can control how life happens to us by our responses. In the world of selling, there are many ups and downs. If you do not maintain a positive attitude you will most likely fail. Positivity is the single most important attribute you can practice in improving your sales, or any career. It does
Real Estate, Then, and Now The real estate sales industry has changed dramatically since I first began selling in it. I am really going to sound like a dinosaur, but in real estate, there were no computers, no fax machines, and no cell phones. There was a MLS (multiple listing service) book in different colors for each county that came out every two weeks and that is how you searched for houses.The information in these books was typically out of date before it went to print.