Follow-Up: How Much Is Too Much? A frequent question that comes up during my coaching calls has to do with follow-up. Specifically, clients want to know what to do when the customer ghosts them. Perhaps this occurs after a price has been submitted. Or maybe a first appointment went well but there
Build a Relationship, Save a Sale Good Morning! One of the more challenging parts of sales occurs when something goes wrong. It could be your fault, the customer’s fault, or both. Even if you make things right, bad feelings can still permeate the relationship. You can own your portion of the
4 Things To Ask/Demand of Your Sales Manager A Short Attention Span Sales podcast episode February 14, 2020 | Bill Farquharson & Kelly Mallozzi "Did-ya sell anything today?" must be the worst thing a sales manager can say to a sales rep. However, let's forgive their lack of abilities.
Fish in the Sun It’s 90 degrees out and you are sitting on your deck. A neighbor comes by to say hello. He’s carrying a cooler. Apparently, he’s just returned from a morning of fishing and wanted to share the bounty, knowing how much you love seafood. Reaching in to the cooler, he pulls out a
One Up Good morning! Have you ever had someone ask you a question and no sooner do you give an answer when they give theirs (and often in great detail)? It’s clear at that point they only asked for their own benefit. Or how about this: You vent to a friend and they reply with a complaint
4 Reasons Why Your Voicemails Go Unanswered A Short Attention Span Sales podcast episode February 7, 2020 | Bill Farquharson & Kelly Mallozzi Is voicemail a sales rep's friend or enemy? Well, this Short Attention Span Sales podcast episode might change the hearts of you VM haters first
Your LinkedIn Mistakes The next time you receive a request for a LinkedIn connection, I want you to pay special attention to the process you use when deciding whether to hit “Accept” or “Ignore.” If you are like most of us, myself included, a quick “Accept” happens only after looking at two
Sales Lessons from a Head Cold Good morning! Earlier this month, I was in Berlin visiting my youngest daughter. We ate amazing food, did a ton of walking every day, and visited the historical sites. Shortly after that, we took a train to Prague and repeated the process. On the night