by gybcoaching | Nov 5, 2014 | Leadership, Sales
And the Award Goes To… From our earliest competitive and social interactions, where there is not a publicly displayed score to determine the outcome and we are in the running for an award, those five little words immediately create an adrenaline rush! The adrenaline...
by Jack Klemeyer | Aug 5, 2014 | Sales
Your customer isn’t a circus monkey! Think twice about all the things you put them though to buy from you. (And for those of you in corporate life, this goes for you too! You’re always trying to get your folks to do something… right?) I have seen far too many times...
by Jack Klemeyer | Jun 18, 2014 | Learning, Sales
Does the word “No” scare you? What do you do when you hear your prospect say “No?” Here are some ideas to keep you in the game ofter your prospect says, “No.” Begin by examining the positive aspects of a prospect’s objections to see...
by Jack Klemeyer | May 7, 2014 | Growth Strategy, Sales
When trying to find out information about where your prospect is in the buying process… don’t ask “why” questions or, if you do, limit them to very few. I always say in the sales or inquiry process if anyone is going to appear “dumb,” it’s me. That...
by Jack Klemeyer | Nov 22, 2012 | Learning, Sales
Have you ever heard the story that Zig Ziglar made famous about “kicking the cat?” Well… it’s what can happen when things don’t quite go as you expected. There’s a great Fed-Ex commercial from Superbowl 25 that illustrates the...
