by Shaun Heuerman | Nov 17, 2011 | Sales & Marketing
Research shows that the salesperson who presents last is guaranteed the sale 94 percent of the time. That said, the mark of a good salesperson is not ‘wheeling and dealing’ but rather mastering how to secure this profitable position. All too often, we hear...
by Shaun Heuerman | Nov 10, 2011 | Employee Motivation, High Performance
Keep your sales funnel clean. Instead of accepting a weak “no” or “maybe later” and keeping that person on your prospect list, try using the prospect’s “NO” to get one step closer to “YES.” Take a lesson from kids who have set their sights on a treat. It’s pretty hard...
by Shaun Heuerman | Sep 15, 2011 | Sales & Marketing, Sales Meetings, Sales Process
In order, these are the most compelling words that cause people to buy. Make sure your sales letters and presentations are filled with them. PRINT THIS AND KEEP IT HANDY TO REVIEW EVERY LETTER YOU SEND. You How New How to Amazing Announcing Breakthrough Just Discover...
by Shaun Heuerman | Aug 11, 2011 | High Performance, Sales Process
It happens every day, all day in almost every bank. The phone rings. A well-meaning staff person answers politely. The inquirer asks, “What are your mortgage rates?” to which the well meaning staff person begins to list the rates, thanks the caller for...
by Shaun Heuerman | Jun 30, 2011 | Sales & Marketing, Sales Process
Most individuals and businesses are in need of someone who can understand their exact needs and can make sense of the myriad of options in financial services today. When a client feels good about you and your interest in them, they can entrust you with all the...
