Here’s a truth every salesperson must accept: interest doesn’t pay bills, only action does. You can have a brilliant offer, but if you don’t include a trigger, the client will…
Human beings are wired with a sense of balance. When someone gives us something, we feel the need to give something back. That is the law of reciprocity. In sales,…
Not every sale has to be a hard push. Sometimes, the best way to close is by giving first. Reciprocity works because people naturally want to repay kindness. It could…
A sales call has three stages: before the call, during the call, and after the call. Before the call: Equip yourself with knowledge. Confidence comes from preparation. During the call:…
Many people confuse leads with prospects. They are not the same. A lead is just a contact, a phone number, an email, someone you can reach. But until that person…
The worst call you can make is a call you are unprepared for. Before you dial that lead, you must equip yourself with proper product knowledge. The hardest product to…
Every interaction with a client is either a deposit or a withdrawal from their emotional bank account. When you do something extra for them, like waiving an inspection fee they…
