Giving detailed proposals blindly to unknown prospects that contact you at random is the recipe for frustration, exhaustion and failure. To make more money in sales you must leverage these proper proposal procedures.
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Negotiation
After you watch this shoot me an email if you don’t cringe more than a little because you realize your clients are doing this to you all the time! When out and about meeting people and I tell them the name of my company the dialogue always goes something like this, New Acquaintance: “Oh, The Sales Whisperer!?. That’s an interesting name. Is it like ‘The Dog Whisperer?’” Me: “Yes it is.” NA: “Oh. So you train sales people how to sell more, right?” Me: “No. I train sales people how to get their clients and prospects to act right. The sales then just happen.” NA: (Long pause, tilted head, uncomfortable scratch of the neck…) “Great shrimp cocktail, huh? Good to meet you.” Most people both in and out of sales do not understand that you have the right and the ability to both control the selling situation and to fire [...]
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