Never upsell when you’re about to get the sale!! That sounds counterintuitive, but in this episode Rob talks about why you should never try to upsell when they’re about to sell. You’ve missed your opportunity to add on more sales, but now is not the time. Listen in as Rob discusses what you should do, what could happen, and how to do it.

What should you do when sales call has gone wrong? Usually it leads to call reluctance…meaning don’t want to to pick that phone back up to call someone else. Feeling that way is wrong. Rob and Lane discuss a call that went bad and caused Lane to feel very uncomfortable and caused some call reluctance. Call reluctance is a real thing, but you can fight it and overcome it. Listen in as we talk about tips to get it back together and get calling again!

When you own a small business, choosing a CRM System can be daunting. By the way, a CRM stands for Customer Relationship Management and the system is technology that manages several components of a company’s or salesperson’s relationships and interactions with customers and potential customers. CRM and CRM System are often used interchangeably.

In this episode we talk about how to decide which CRM to use. Whether big or small, there are several factors that are important in any CRM. We walk through some of the important features and issues to help you decide which CRM is best for you to use.

In this episode we talk about a couple of indicators that tell us that they’re not buying. We talk through several reasons why they’re not interested, but more importantly, the subtle indicators that highlight, “I’m not interested in what you’re selling.”

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.