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Help! I Can’t Close Sales: 5 Ideas to Increase Your Close Ratio

Recently I got an email from Ahmed that said, “Do you have anything on how to close sales? Getting into an account isn’t a problem for me. But I get stuck after submitting a proposal. “By this time, I’ve already sent them all our marketing materials and given them a demo. They seem interested. Then, after they get my proposal, nothing. What am I missing?” I can’t tell you how many times salespeople have asked me to help them get better at closing. However, despite what you think, it’s not the real problem. Your inability to close is a symptom. What it really means is that your prospect does not think it’s worth making a change right now. In short, it’s nice ...

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Use Owler: Win Business

My company, iSalesman.com provides a very unique Lead to Sales Service. We deploy sophisticated technologies to derive sales leads for our clients and our legion of B2B Sales Agents. As we see advancements in technologies related to identifying and communicating with new Prospects for our client’s, we are amazed by these technologies’ impact on increasing sales performance. Whereas it’s always interesting to focus on the science of selling, we know you still need to keep a lens on the art of selling and the hard work and perseverance it takes to close a sale. A while back my friend Jim Fowler announced he was starting Owler. Other than rhyming with his name, I wanted to know why and what Owler does. I ...

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What? I can’t take you to lunch?

Back in December 2011 I wrote a Blog titled “Ethical Selling = Effective Selling”. While working with an Ethics & Compliance company I learned of all the many rules and regulations impacting the sales profession. In this blog, as well as in my e-Book “Ethical Selling”, I identify all the laws and regulations that are important for a sales person to learn about and understand. In my role as Head of iSalesman I get to speak with sales people every day. As a part of our sales consulting activity I usually ask the salesperson how they are developing their other selling techniques in order to compensate for their client’s Code of Conduct restrictions. This question then causes the sales person ...

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How are you “different”?

I live in Austin Texas where the official mantra is “Keep Austin Weird”.  I have lived in 6 other cities around the US and of them all, I love Austin the most because it is “different”. When I was in middle school and high school, being “different” was considered a negative- but it isn’t in selling.  It’s a positive!  If you aren’t different, you are considered a commodity.  If you are a commodity the only form of differentiation is price.  Unless you are the low cost producer, you lose.  So being “different” is good. In 1967 JP Guilford wrote the book “The Nature of Human Intelligence”.  In his book he makes the point that people make decisions by: Understanding their ...

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Finding and following your passion…

I’ve been blessed.  I have the perfect job for me.  The funny thing is, it happened by accident.  Well, maybe not an accident, but it was not a choice I made initially.  Let me explain. My wife and I had just finished building a home and three months later, the President of the company I was working for came to me with an offer I couldn’t refuse.  He wouldn’t let me.  I had worked at the company for a year and turned around an underperforming division by changing pretty much everything.  I had changed the people, the processes, and most of the customers, by changing the basic business model.  We had accomplished our goal of getting to profitability and they ...

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