What Was Secretly Sabotaging Your Sales Efforts in 2015?

Every sales professional has unique talents and skills that set them apart from others.  One of the biggest problems that keeps these professionals from closing more sales is they are (1) simply unaware of their talents and skills or (2) how to leverage them more fully.


Typically when sales people discover their unique talents and skills […]

By |January 8th, 2016|Communication Skills|0 Comments

How to increase your prospects’ Response Rates


Send a relevant & valuable article, video podcast, etc. prior to attempting to solicit


Use someone else’s name
Be introduced
Use LinkedIn
Use gatekeepers


Plan ahead
Leverage network
Add value 1st, sell 2nd

Social Media:

Send personalized connection request


Short messages
First name only
No pitching
Ask for “help” or “advice”


Short questions
Subject line only
Add value 1st, sell 2nd


Ask questions
Send link

Use 2 or 3 […]

Bingham Mechanical Works Hard to Achieve Prime Customer Service

Bingham Mechanical – Commercial Plumbing and Heating pushes prime customer service. According to the Idaho Falls, Idaho based company’s website, they strive to maintain a great relationship with the Owners, General Contractors & Subcontractors to provide a team concept on their projects.

The customer experience must be a well thought out process that engages the customer’s senses, […]

How to Get Past the Gatekeeper?

One of the great challenges many sales people face when working to generate new leads for their business is getting to the main decision maker.  For decades we have been taught that a sales person must eventually speak with the persons who can sign the check in order for a sale to happen.  Decision makers […]

When Do I Close a Sale?

As a professional salesperson it may be difficult to gage when to “close” the sale with a new prospect.  If you try and go for the close too early, you may catch the prospect off guard and get a NO.  If you try and close too late you may miss the opportunity and still get […]