406 - When Prospects Hesitate...Do this

Sales Performance Crisis Sales quota achievement has declined over the last 5-6 years due to increased competition, informed buyers with internet access, and choice paralysis from too many options causing buyer confusion and indecision. A Vantage Point study of 600 sales managers ... Show More

Sales Strategy Break, Bond, Build formula creates trusted advisor status: break customers by revealing knowledge gaps in market trends and product differentiation, bond through empathizing with their challenges, build by presenting actionable solutions for career or business grow ... Show More

Sales Professional Fundamentals Master five core metrics to establish credibility: quota, pipeline deals, close/win rate, average deal size, and sales cycle length - knowing these numbers enables data-driven conversations and positions you as a trusted advisor rather than just a ... Show More

How do you handle the objection of “Hey, I love what you do. I need to think about it,” or “Let me think it over.” Now, what happens when your prospect says that to you? “I need to think it over. Let me get back to you. Let me think it over.” You never hear from them again. Comme ... Show More

In this episode I discuss the fear of asking for the sale, how it harms your business and how to ask your prospects for the sale. 

When leads and traffic don't buy, what do you do?  Maybe you're getting traffic and leads, but they are not buying, here's what to do.  Follow these 6 Major Steps to get more prospects to buy your offer! To join our private Facebook Group, go to: https://DisclosureGroup.com 

<p>Every digital agency struggles with some of the most common sales objections. I'm here to tell you how to turn those around and convert more prospects into clients, faster and easier.</p> <p>Have you ever felt your agency's proposal knocked it out of the park only to have the ... Show More

<p>When it comes to entrepreneurship, big or small business ownership, you hear the same advice all the time: Do what you say you are going to do, and you will succeed as a business owner. It sounds so easy, but the real problem is that most of us are terrible at managing expecta ... Show More

Send us Fan Mail How many times have you been surprised by prospect behavior? You think you're at Z and you come to find out you're only at D.Here is a technique that Bill and Bryan give you that helps you know where you are with a prospect. The entire topic starts with a dating ... Show More

Send us Fan Mail In this episode, Bill and Bryan discuss what they see as the lost art of asking effective, insightful questions during sales discovery and qualification. Many salespeople rush through this stage by asking leading questions rather than using open-ended queries to ... Show More

Send us Fan Mail Are you to passive or too aggressive? How you get right in the middle? In almost every sales process there is, "Controlled tension." This happens when there is stress around who's controlling the process, you or the prospect. The reason you should be in control i ... Show More

Send us Fan Mail Other than the second introduction to Whiteboard Wednesday, our bi-weekly web TV show for sales people all over the world, Bryan and Bill also address two common questions from The Sales Playbook: 1) What happens when a decision-maker has changed and now you must ... Show More