Category Archives: Rainmaker Series- Becoming a Top Sales Professional

Turning the “No Interest” Customer into “The Process Continues Sale”

Turning the “No Interest” Customer into “The Process Continues Sale” Like pulling a rabbit from a top hat, converting “no-interest” customers into clients may seem like a magic trick that creates something out of nothing. I recommend gently coaxing the rabbit (or client), rather than using a hard tug on the ears! If you approach […]

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The Power Of A Testimonial Library

The Power of a Testimonial Library   You are surfing the clothing offerings of an online retailer. You know your size, but without a dressing room, how will you avoid a bad purchase? Most of us head straight to the reviews and what ‘people are saying’ section. In the age where the internet floods every […]

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The Power of WHY – From a Customer’s Perspective

You’ve probably heard it suggested that, when it comes to buying,  we’re all walking around listening to the same radio station, WIIFM, which stands for “What’s In It For ME?” As a sales person, though, the most important question you will ever be asked is… “Why should I do business with YOU?” The key word […]

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Opening The Call!

Opening the Call! Opening a Call with a customer is an A.A.R.T.! This isn’t a typo, but a method for mastering a critical juncture in sales communications. One area where strong salespeople have the upper hand is in how they transition effectively from rapport building into discussing business. A.A.R.T. is an easy set of steps that […]

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The Power of Sending Agendas!

The Power of Sending Agendas! You arrive to your first appointment with a new client, well prepared and enthusiastic. Small talk is exchanged for a minute and suddenly the client stops, looks you straight in the eye, and demands, “So, what’cha got for me?” This scenario can throw any collected sales professional off his or […]

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