Stop Talking, Start Listening: The Secret to Winning Your Prospect’s Business
The Story: A Missed Opportunity on a Sales Call Let me share a story about my friend Bradley and his recent experience with a cable TV provider. Bradley wanted to discuss his monthly rate....
How Overselling Costs You Big: The Tale of Winning a Client but Losing Their Trust, and Ultimately Their Business
Stop Losing Sales: The Real Cost of Overselling I recently spoke with Kevin, an IT supervisor at a high-profile business. His job? To find and implement software solutions that empower his team to...
Dominate Your Year-End Goals: Proven Sales Tactics to Close More Deals, Fast
The Final Quarter Push: Why Every Sales Move Matters Now We’re officially in the 2nd month of the final quarter of the year—the time when every sales move counts. The holidays are kicking in, winter...
Stop Being Ghosted: Mastering the Art of Sales Follow-Up That Gets Results
As a sales coach, it never ceases to amaze me how the same challenge can pop up for different people within a short span. Recently, the hot topic has been “ghosting.” What is Ghosting? It’s when a...
Turning Crisis into Opportunity: How Owning Your Mistakes Can Win You Future Business
Back in the Spring of 1988, I was working for Sony in government accounts, covering 14 Midwest states. I was then transferred to Washington, D.C., to handle clients like the White House, the Senate,...
Mastering Cold Calling: How Focused Industry Research Transforms Sales Success
Frank and Judy work for a software development company that specializes in creating custom solutions to solve business problems across various industries. With such versatility, every business is a...
Aligning for Success: How Finding Common Ground Can Drive Results and Growth
How Building Common Ground Leads to Sales Success At the conclusion of this story, you’ll see exactly how your participation in the BeenThere Sales Coaching Hour will deliver immense value to your...
Maximize Your Profits by Unlocking the Power of Existing Customers
Meet Kirsten Beck, an account manager at W.B. Mason Company Inc. who year after year crushes her numbers. What’s her secret? Kirsten knows that retaining customers isn't just about one-off...
Mid-Month Metrics: The Key to Hitting Your Monthly Sales Goals
The Pressure of the End-of-Month Sales Push As a salesperson—and especially as a sales manager—I often experienced the pressure, anxiety, and excitement that comes with the final days of the month....
Handling Objections – Clues for Closing the Sale
Writing Handling Objections - Clues for Closing the Sale has been a truly transformative experience, one that I will treasure for the rest of my life. With over 40 years of experience as a...