Lori, you are so right about those outdated closing techn...

Lori, you are so right about those outdated closing techniques. I can't imagine how any of them ever worked in the first place! I don't know if there is a difference in closing deals at a the consumer level as opposed to the corporate purchasing level, but as a Buying Professional, I have actually had to tell people, "I need to remind you that no decisions have been made as to awarding the business," when they tried some of these "techniques." The "secret" to closing the deal at a corporate level is having the best product or service at the best price. The rest of it is best left at sales conferences in the role-play sessions. (It also never hurts to be charming per your post on that.) ...

Lori, I am in B2B sales, which means that my day is spen...

Lori, I am in B2B sales, which means that my day is spent on the phone calling people. It IS so refreshing to talk to an Administrative Assistant (these are the profesionally trained ones) who have charm and can be professional one the phone. The ones who aren't I call "gatekeepers." They think their job is to keep you from talking to ANYONE. Now, in defense to them and their job, which can be stressful, they are told to make sure no one gets through to certain people. However, there is a certain finesse that they need to use to do this. I am just doing my job when I call for someone. I understand that they may lose their job if I get through (and with the use of the internet, hoovers, company websites and other tactics, I WILL eventually get through) but why do they have to do it with such ATTITUDE. If I was rude to them it would be one thing, but I know that my professionalism needs to be there always. I am giving out my company's name, so I NEED to use professionalism. I wish they would understand that.

Daryl, great point! This also applies to Adminstrative As...

Daryl, great point! This also applies to Adminstrative Assistants (and ANYONE in business). The people you deal with in selling really never know when you may be a customer or business partner of some type. None of us can afford a cavalier attitude and expect the world to be attracted to us.

Am I missing something? I can't find a printer friendly o...

Am I missing something? I can't find a printer friendly option.

Right-on! I am a home improvement sales pro. Early on, ...

Right-on! I am a home improvement sales pro. Early on, the local manager, who teaches about "ten powerful closes", had me doing it his way for a while -- and it just didn't work. Every "expert-schmexpert" has his/her own little list of so-called "closes", but nobody wants to take into account a troubling little fact: people grow more and more sophisticated every single day! It's an ongoing process. Make just one error and mismatch the prospect and the "close"... look out!

Lori -- I'm sorry to say I missed your call, but your com...

Lori -- I'm sorry to say I missed your call, but your comments are right on target! That's the problem with most sales calls, not prequalifying the prospect. And yes, it's a huge waste of time.

Well said, Lori. We are in similar industries, and I ag...

Well said, Lori. We are in similar industries, and I agree that building consistency starts with the fundamentals. Thanks for the insight. ~Jordan ...

Hi Lori: Great to meet you in Vegas! As a sales rep and m...

Hi Lori: Great to meet you in Vegas! As a sales rep and manager I was exposed to many books regarding selling techniques, however, the one that stands out for me is: HOPE IS NOT A STRATEGY by Rick Page Happy Reading everyone!

The Importance and Power of Your Words in Selling, and in Life ...

It has always amazed me that when someone speaks, they can say most anything under the sun - yet they choose to say whatever the words are that they choose at that time. Think of some moments where someone...

Great start, Mike - thanks! Harvey Mackay books are great...

Great start, Mike - thanks! Harvey Mackay books are great. I am not familiar with the first book so will check that out.

How about : Secrets From The Lost Art Of Common Sense Ma...

How about : Secrets From The Lost Art Of Common Sense Marketing by Brad & Alan Antin Just finished, again: Dig Your Well Before You're Thirsty by Harvey Mackay ...

Lori: Thanks for your insight today. I will plan to mak...

Lori: Thanks for your insight today. I will plan to make this a weekly call! Feel free to peruse our sight. We launched our business in October at our largest ophthalmology meeting after aligning ourselves with many vendors in our field. Results have been great and we're now exploring other segments of elective surgical procedures. Again, I look forward to the call next.

Lori -- Great call yesterday. Smart concept. Short, sweet...

Lori -- Great call yesterday. Smart concept. Short, sweet and motivational way to kick off the week. Thank you!

Hi Lori: I was doing a google search because I couldn't ...

Hi Lori: I was doing a google search because I couldn't remember the name of Mitch and Michael's Traffic School and your website came up - high on the list. Good for you! And good for them. Were you a member of the Product Factory? I did it twice...and what a great experience it was. I quadrupled my list and now I'm scrambling to build programs for these folks. Stop by and say hi at www.cherylmillerville.com Cheryl ...

Can you make a blog entry for each of your telecalls, sum...

Can you make a blog entry for each of your telecalls, summarizing the 3 points, and then we can post comments and discuss it in more detail? I thought I heard on the call that you had a forum on your website, but I couldn't find it on scoremoresales.com. If you do have a forum, please post the link here so we can go there.

Review the Basics ...

Here is a fantastic entry on a winning sales formula . Go ahead to read more .

5 down 15 to go. cards mailed phone calls done ...

5 down 15 to go. cards mailed phone calls done ...

Great advice Lori! I think demonstrating consistency does...

Great advice Lori! I think demonstrating consistency does a lot for us as sales people subconsciously in the mind of our clients and prospects. If we consistently do what we say, and even things we don't say (like send Christmas cards). Most people will also know that they can expect the same consistency from us when they purchase our product or service. Personally my favorite card to send is a Thanksgiving card. It gives me a very easy opportunity to thank people for their business, referrals, friendship and support. Plus I stand out. How many Thanksgiving cards did you get this year? Happy networking! Scott Ingram www.NetworkInAustin.com ...

Hi Lori, I'm up to 3 small deals and 1 large one (my goa...

Hi Lori, I'm up to 3 small deals and 1 large one (my goal was 2 + 2). I have already sent out our gifts and cards for the year - its funny I never considered that a sales action! The reason I was excited about this "challenge" was that it would get me motivated to take one sales action daily. I haven't done that unfortunately but probably more than I otherwise would have. Your last post about motivation and consistency were right on - that is the real challenge!

Previously posted goal of 20 deals by year end. 5 down 15...

Previously posted goal of 20 deals by year end. 5 down 15 to go..32 days left. Since I track my sales on a regular basis the target of 20 deals by year end might have been a bit optimistic but I would rather have a goal that causes me to reach rather then sit back.