by John Hillary | Sep 1, 2022 | Prime Time
When it comes to closing, how we speak is often more important than what we say. Before every presentation, I ask myself, “What’s my tone for this client?” The question reminds me to consider THEIR personality style and how I can best match it to keep them engaged....
by Pat Norris | Aug 25, 2022 | Prime Time
What would you do in this scenario? You’ve got a new seller on your team. They’re gung-ho to close new business. On one of their reach outs, they talk to a business owner who’s receptive to a meeting. During the initial conversation, he tells the seller he’s got a...
by Pat Norris | Aug 9, 2022 | Prime Time
I have watched hundreds of sellers and sales managers ask for money and have asked for a lot of it myself. And through the years, I have become convinced that the art of closing—securing new local revenue—has nothing to do with the facts we present. Rather, it’s about...
by Angela Betasso | Jul 26, 2022 | Prime Time
In the midst of rising inflation and gas prices, global unrest, and continuing supply chain issues, it can be difficult as leaders to remain steady, motivated, and keep our teams focused on the mission. So, how might you stay “calm in the pocket,” and keep your...
by Tom Ray | Jun 2, 2022 | Prime Time
Do you have any “nay-sayers” on your sales team? You know, the cynic, worry-wart, gloomy Gus wet blankets on your staff who revel in finding the negative in everything you do, even when you’re trying to do something really good for the team? Almost every staff has...
