The Last 10 Minutes

If you take a really long look at the sales hallway or really any other sales process out there, you'll realize one thing: every single step in the sales process is all geared towards helping you in the last 10 minutes of the sales call. The last 10 minutes of...

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Building Value with Your Customer

There's a good possibility that at least 2/3 of our customers/clients are going to ask for a discount or lower price. Simply saying "no" is negative and negativity isn't usually received very well. So, how can you get around this request without dropping your price or losing the sale? By...

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Keep Your Expectations In Check

We always hope for the best. When going in to any situation, we always want the best possible outcome. Who wouldn't? But there will be hardships. There will be difficulties. Not everything is going to be sunshine and rainbows. There should be some expectation that we will encounter struggles, but...

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The Product Demonstration

The Product Demonstration is one of the most important steps in your sales process. Your Product Demonstration will go a long way in demonstrating your value to your homeowner. This single step has the power to change the dynamic in your homeowner's mind. When done right, your homeowner will go...

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Your Signature Story

One of the most common objections in sales is the "3 Bids" objection. We all know what our prospect is doing. They're hunting for the best deal. But the best deal isn't necessarily the cheapest price. It's the best value for the price they're paying. It's our job to show...

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Your Capital “T” Truth

Starting from childhood, we come to believe certain things and see things as being a certain way. This is what I like the call the "Capital 'T' Truth." These are things that we view and accept as truth based on things we've seen or experienced. These beliefs can change from...

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The Sales Hallway

Picture this: You're at the store, but you didn't make a list. You try to pick up everything you need, but when you get home you realize that you forgot a couple of items. You should have made a list, right? The same goes for your sales process. You need...

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All Things Are Created Twice

Every part of the human body serves a purpose. Our eyes are used for seeing. Our ears are used to hear. Our hair, though often utilized in a cosmetic capacity, is actually meant to protect our heads from the sun, preventing sun stroke. The same goes for your brain. One...

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Closing Tips

Once you've finished your presentation, closed all the objection doors, and done your trial close, it's finally time to walk your prospect through the final door and close the deal. For this week's tip, I'm going to do a quick run through of some of my favorite closing tips, starting...

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Signature Story

Your Signature Story is one of the most powerful tools you can have in your arsenal. The whole point of the Signature Story is to build an emotional connection between your homeowner and you/your company. It's easy to say "My company does A, B, and C," but that doesn't give...

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