In the sales world, there is such thing as an ‘assumptive close’. This is where a sales person ASSUMES the...
Here’s a topic that comes up often with some of our coaching clients – Especially when there is lack of role...
We are professionals – We do not make COLD CALLS! Instead, we PREDISPOSE the prospect or potential investor before, during and...
Teleseminars are a way for us to offer valuable training to our For Impact Community – in a short, ‘call in...
The Call Memo is an important mechanic in our Sales Process – It’s an internal memo-for-the-record. I would encourage you to...
Have you ever finished a great visit and had the prospect say, “This is great – Can you get me...
I’m constantly trying to get people to think about what it means TO ENGAGE! I think we’re taught how to...
Like predisposition, follow-up requires a specific strategy. Too often, wonderful presentations/asks/sales visits are wasted because there is no follow-up. A typical...
Engagement has a 24-hour half-life. Every day you don’t follow-up, the level of engagement — the excitement, the enthusiasm, the...
A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks,...
The word PREDISPOSE means exactly what it says. (Weird, huh?) We are literally (not figuratively) predisposing the person or persons, in...
Here’s a simple question: Would Apple or Microsoft or Starbucks (or any other company) ask ‘VOLUNTEERS’ to do their ‘SALES’?...
