From Melissa J: Butch I really enjoy reading your weblog. Your articles and comments always make me think. I would like to know other than my closing ratio, what other aspects of my sales should I keep up with? Thx! Melissa: Thanks for the kind words. I’m glad you enjoy the blog—I really enjoy writing it and getting emails like yours keep me inspired. Ok, to your question: I don’t know what you sell, so I’m not sure if you … Continue reading
Many times today you’re faced with a challenge of even getting to talk to the person you’re trying to sell. In fact the process usually goes something like this: 1) Reach the gatekeeper 2) Find a way past, around or through the gatekeeper 3) Leaving a message for the decision maker 4) Leaving another message for the decision maker 5) Asking the gatekeeper’s advise for reaching the decision maker (Well, you know the drill) Let me let you in on … Continue reading
From Edward R: I am a representative for a company that services businesses that take credit cards for payment. I can reduce their cost, but they don’t want to listen to me, has to do with Pride. Please help me!!!!!!! Edward: Thanks for your email. Here is what I would suggest: First, understand that selling a service like yours to businesses is a marathon and not a sprint. By that, I mean you have to look at it as a … Continue reading