Dealing with 3 Bids Proactively

This week's topic really needs no introduction. I'm sure we're all very familiar with the 3 Bids Objection. You're talking to a prospect and everything seems to be going good. You come right down to the finish line when they say "I've got 2 more guys I'm talking to this...

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Go For No!

My friends, Richard Fenton and Andrea Waltz, wrote this great book called "Go For No!" It's a really simple concept and applies to many different situations in many different ways. "Go For No!" can mean everything from trying to get a specific amount of no's to continuing to offer more...

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You’re Right, Even When You’re Wrong

Have you ever been on the way to work and you're thinking "I just know that traffic is going to be a problem today." And you're right. There seems to be a lot of people on the road and the guy in front of you is going slow and every...

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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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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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