“Stop talking about yourself and your company and begin leading with the issues, pains, problems, opportunities, and results that are important to your prospect.” — Mike Weinberg Copy Share Image
“Top performers in sales don’t wait for anything or anyone. Clear marching orders, new sales materials, training? Leads, what’s a lead? Nope, can’t wait for any of those. The clock is a tickin’ and time is a wastin’. Top performers… — Mike Weinberg Copy Share Image
“Many people in sales are struggling as inbound demand for their services has declined, and those without a reliable process to develop new business… — Mike Weinberg Copy Share Image
“Waiting is a key ingredient in the recipe for new business failure.” — Mike Weinberg Copy Share Image
“I encourage you to try the “so what” test. Listen to another salesperson on the phone attempting to earn an appointment with a tough prospect. Or accompany a rep on sales call. Every time the salesperson makes a statement, simply ask yourself, “So what?” It’s very convincing when we begin to realize how much of what we regularly say is… — Mike Weinberg Copy Share
“people buy from people they like and trust. Part of our job is to ensure we are likable and trustworthy.” — Mike Weinberg Copy Share Image
“There’s a lot of talk about “niceness” today. People are evaluated on how nicely they play with others and what they contribute to the team. It all sounds good. But I can confidently write that it’s rarely the person voted “most pleasant, selfless member of the team” who thrives at acquiring new business. Quite to the contrary, the nicest person… — Mike Weinberg Copy Share
“many in sales fail because they fall flat on their face when attempting to conduct the initial face-to-face meeting.” — Mike Weinberg Copy Share Image
“experience shows that the most successful new business salespeople tend to be the most active salespeople.” — Mike Weinberg Copy Share Image
“When we’re late to the party, we’re stuck reacting to, rather than leading, our prospects. Their initial opinions may be already formed. They’ve probably… — Mike Weinberg Copy Share Image
