by Customer Service | Dec 23, 2023 | 38. 3 Minutes to Success
38. 3 Minutes to Success Sell Like You Only Have 3 Minutes Many reps confuse social behaviors with sales behaviors. Prospects are not your friends. They are busy people that you probably interrupted by your call. They would appreciate your being businesslike – stating...
by Customer Service | Dec 23, 2023 | 37. Referral Psychology
37. Referral Psychology Trust Before Referrals The Best Marketing Method Every business owner likes referrals. Why? Because they are the easiest, cheapest, most effective form of marketing. The most difficult challenge in sales is cold-calling. The best way to...
by Customer Service | Dec 23, 2023 | 36. Pipeline
36. Pipeline Top 1% Sales Reps Prospect Every Day Pipeline The diagram above illustrates this concept. What makes the phenomenon insidious is the “lag time,” This is like the time between when a car pulls out from nowhere across your path while you are going 50 mph...
by Customer Service | Dec 23, 2023 | 35. Aggressive
35. Aggressive Controlled Aggression for Sales Reps Job ads for sales often call for an “aggressive” rep. Many reps are proud to be known as an “aggressive” closer. What does this mean? Aggressive 1. characterized by or tending toward unprovoked offensives, attacks,...
by Customer Service | Dec 23, 2023 | 34. Embracing Conflict
34. Embracing Conflict Conflict is Life A state of open, often prolonged fighting; a battle or war. A state of disharmony between incompatible or antithetical persons, ideas, or interests; a clash. Psychology A psychic struggle, often unconscious, resulting from the...
