Discover and Verify
In an earlier message, I said that the first step to pumping up your sales is to find people with money and a need. And then, you also need a medium or a way to reach them. The next step is to discover and verify. What does that mean? When you’re selling big-ticket items, such […]
Call to Action
Have you ever seen Glengarry Glen Ross? You might remember what the sales manager, played by Alec Baldwin said in the movie: “ABC – Always Be Closing.” Business owners usually struggle with closing the deal. When it’s time for this part of the sales cycle, many of them don’t know the best way forward. If […]
Asking the Right Questions
Many people don’t know this but selling is more about listening than talking. Bombarding your prospect with how amazing your offer is won’t turn a “no” into “yes.” On the other hand, you’ll have a much better shot at it by listening closely. Like I explained, the way to handle objections is to acknowledge and […]
Different Ways to Generate More Leads
In all the years I’ve travelled the world and spoken on stage, audiences ask me the same question: Blair, how do I find people with money and a need? Those are the leads that you want. But, it may be a struggle for you to pinpoint which way works best. I can take you through […]
How to Get the Money You need when I Close?
I’ve been on countless stages and one question I hear a lot is: Blair, how do I get the money I need when I close? The answer is simple if you’ve followed my techniques so far. You got through the basic elements to close a deal. Now it’s time to deliver. If you asked trial […]
Build Confidence and Ask Questions
You know that I’m a big advocate for quieting that little voice in your head. It stands in the way of so many things in life. And, that includes your sales deals. So, I have two words for you: role play. You need to role-play. One of the ways to get over it, is through […]
