When Prospects Go from Hot to Cold: Where You Went Wrong

Woman in office shivering when sales go from hot to cold

When’s the last time an interested prospect did a 180 and went from hot to cold seemingly out of the blue? Did you make up a story in your mind of what happened? Maybe the prospect gave you a reason but you suspected there might be more going on. Below is some coaching for sales…

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How To Say No: 3 Simple Ways

How to say no - Sales Maven

How to say no … are you good at saying no? Do you struggle to give a clear no even when that’s what you really want to tell someone? Learning how to say no effectively is one of the best things you can do to free up time in your schedule. Clients often ask me…

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How To Make People Buy: Do You Possess The Skill?

Do you possess the skill of how to make people buy? In case you answered “no” to this question, do you wish you possessed the skill to make people do things? What would you be willing to do or pay for such skill? The idea that in the selling process you can “make” people do…

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Language Patterns: What You Don’t Know

language patterns

Have you ever been in a conversation with someone who acted “as if” they already knew your opinion on a subject matter? Do you find being in a conversation with someone who constantly tells you what you know and how you feel annoying? Most of us would probably say, “Heck ya, people like that are annoying.” Language…

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Phrases To Avoid When Telling Stories

phrases to avoid

Phrases to Avoid When Telling Stories: How often do you tell stories in your business? For many people, storytelling is a key skill in the art of effective selling. Learning how and when to tell stories has been instrumental in my success over the years. It’s a skill that I now encourage and work on with…

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Sales Snob: Are You Inadvertently Talking Down To Clients?

sales snob posing

Are you being a sales snob? Is there anything worse than someone who wants to sell you something coming off as condescending or a sales snob? Let’s face it; nobody appreciates being talked down to. It’s a huge rapport breaker. And, if you’re anything like me, people who come off as condescending have zero chance of…

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Why Handing Out Sales Literature Doesn’t Work

Sales Literature: When’s the last time you were walking somewhere, and someone forced a piece of paper into your hand? Did you gladly accept it, take it and throw it away the first chance you got? Or, did you refuse to take it? For those who’ve been to Vegas and walked down the strip you…

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Not interested. Or could it be something else?

Have you ever had a client who’s expressed interest in your product/service, and then they drop off the face of the earth, never to be heard from again? Do you assume they’re no longer interested? How many times do you follow up before you make the decision to move on? Recently a client expressed some…

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You’ve Got The Look

When’s the last time you heard, “The eyes are the window to the soul?” What would be your guess as to how many songs have been sung about the eyes?  Here’s just a few that come to mind:  “Can’t Take My Eyes Off Of You”  – Franke Valle “I Only Have Eyes For You,” –…

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The Value Of A Favor

How many times this month have you done a favor for a client? A favor could be making an exception to your normal policies/procedures, offering a discount, tailoring a program, or doing something extra for the client. Did you specifically let your client know they received a favor? Notice, the question is did you specifically…

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Satisfying Curiosity

Where would you rate yourself on a scale of 1 to 10 on your level of curiosity? (1 being “not curious by nature,” 10 being “I gotta know more!”)? Year’s ago, I learned a communication technique that involved using the phrase, “I’m curious.” After trying out the technique and saying, “I’m curious,…” I realized, I’m…

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Take What’s Offered

Have you ever had an interaction with someone where you felt compelled to share the story with others afterward? Last week, I was contacted by a salesperson, and the communication between us was so interesting that I’m sharing it in hopes you find some useful tips to apply to your client interactions. The Situation: Out…

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“Just Kidding”

When someone makes a negative comment to you and then follows up with, “Just Kidding,” do you believe them? Do you ever wonder if some part of what they said, they actually meant? I was in the audience at an event recently, and the speaker singled out a person in the room on two separate…

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What Goes Around…

How long has it been since you either said or heard said: “What goes around comes around?” Consider this phrase and how you might use it to impact your business/sales in a positive way? For instance, let’s take referrals.  Have you ever given a referral to someone only to have them refer business back your…

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My Name’s Not “Dear”

Rapport is like a bank account. You’re either making a deposit, or you are making a withdrawal in each client interaction.  Do all that you can to build up your rapport “bank” balance to keep the relationship strong and moving forward.  We all know people buy from people they know, like and trust. Addressing clients…

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Slinging Mud

Imagine you’re thirsty. All you can think about is a nice refreshing glass of water.  You’re craving it; you know how good it’s going taste when you get your first sip.  Now imagine someone comes along and just before you pick it up to take a drink, they toss in a small clump of dirt.…

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