3 Questions Won the Sale

They started as tiny plants – just a few years ago – and then they grew and grew until they were tall trees. Her neighbor was concerned that they might topple onto his garage, so … on a cool evening in October, a tree-removal specialist knocked on the front door at Shelley Sterling’s house in...

One Question Generated a New Sale

Here is a surprising fact for you:  Results from a recent 15-year study found that 80% of salespeople failed to close the sale when the buyer was ready! So. . . it is interesting that this buyer (me) was not ready to buy, but ended up ordering a new service I did not intend to purchase because of the...

Lily’s Secret to Selling Without Rejection

Lily Ellerton was one of the most successful telesales people I have ever worked with. Each month she was either number one on the sales chart or number two. How did she do it?  By pro-actively making dozens of outbound calls each day, being positive and persistent and .  . . something else. If you are not...

Why Didn’t They Buy?

Everyone, from time to time, has a prospect like this – the prospect who sounds like s/he really wants to buy your product.  You have gone through all the right steps: 1.   You have had several conversations with the prospect. 2.   You mailed a catalog and price list with all the information the...