If you’re new to sales, you may not have experienced a hostile person on the other end of the line…but it will happen. In this episode, we provide some tips about making sales calls to hostile people. Most salespeople struggle when the other party is combative, aggressive, or hostile. Usually it’s because they weren’t prepared with how to deal with it, take it personally, or don’t have the tools to move the conversation away from the aggressive tone to a more adult tone.

In today’s episode we ask, “Can a CRM System Help?” We cover CRM Systems, what they are and why they help. No, we don’t teach you how to use them, rather we talk about why salespeople think they don’t need them, why they should use a CRM System to help them close more, and how they can use them the best. We also hit on the point many sales people worry about…”My boss is going to use it against me!” If your boss is doing this, we also talk about how to stop that from happening.

Have you ever tried to follow up after a sales meeting only to get no response? We recommend you use this template email to get an idea where you stand with your sale. There is nothing worse than having a sales meeting, feeling like you have the deal done (or almost done) and then …. no response. No return call…no return email. Days go by. What happened? Did I get the job? Are they talking to someone else? Did they go with someone else? Or are they just busy and haven’t gotten back to me?

A big meeting can be stressful, but it’s important to remember that great preparation will significantly reduce your stress in the meeting. In this episode, we talk about how to be prepared for that next BIG meeting. Remember: You should never walk into a meeting with a ton of pressure on your back…be prepared, do what you can, and get the sale. Be prepared to walk away as well. Most important is to follow the steps we talked about in this episode.

“Your Price is TOO HIGH!” Is it really? If you hear this comment after sharing your price, you might be missing a few key elements in your sales questions. For starters, you’re not finding the pain or needs to be enough to warrant your service…at that price. Instead, you need to find out how it affects the potential client financially before you EVER share your price. If you find they don’t have the pain, you won’t have the sale.

You’re new in sales and you need to create pain questions so you know if they’ll buy. Where do you start? In this episode, we received an email from listener who asked how to create sales funnel questions and how to identify the potential client. Where do I find them? How do I get them to find me? We talk through how to create the best pain questions and where to get them.

Reached the End of the Year and Missed Your Goal? Try This!
Have you ever wondered why your sales conversion is short near the end of the year? You can increase your sales conversion If you use The 12-Week Year…
You’ll find you can blow your sales goals away because you’ll be working on the 12-Week Year rather than the calendar year. It’s amazing when you know where you stand throughout the year how much you can stay motivated to hit your goal.

If you rely on calls for sales, you must know how to do cold calls. Whether you make them in the real estate market, the finance industry (such as insurance sales), or even car sales, any time there is a high-dollar ticket sale at stake via a cold call, you can use these tips to help you get out of your own way and make more effective cold calls.

A common issue in sales is wondering “Why can’t I talk about money in sales?” Really, what they’re wondering is “Why can’t I make more?” If you have ever wondered this, this episode might be for you. Have you ever frozen up during a sales conversation when the potential customer asks, “How much?” or “What should I budget?” There might be a reason for that. Over the years and through research, we’ve learned that these issues can stem from things that have happened in our younger years. That little voice in your head that says, “You can’t charge that much!” or asks “How can I ask for that much money?” is holding you back.

How do you raise prices with a customer who did work with you previously and has now returned for more? Should I Raise My Prices For a Returning Customer? This is a loaded question because the simplest answer is yes, you should. But, actually doing it can cause a lot of stress for both a small business owner and a salesperson.