Sales Results Blog

How to Handle Rejection in Sales

salesresultsinc — Mon, 07 May 2012 21:40:16 +0000

One of the toughest parts about owning a business and more specifically, being in sales, is handling rejection. Some may find that day after day, knocking on doors and calling prospects blindly is a tough pill to swallow. What makes this pill even larger is the inevitable fact that most of the people you come [...]

Darwinism for Legal Services

salesresultsinc — Tue, 01 May 2012 21:43:45 +0000

Which species of Lawyer will evolve and which will become extinct? The answers to these questions are being answered every day as banks collapse, legal jobs are being lost, gas prices are exploding, and business revenue and personal income is dwindling. As a business coach for lawyers, there are many common sense strategies that we [...]

3 Revenue Boosting Business Objectives for 2012

Steve Fretzin — Thu, 05 Jan 2012 20:02:13 +0000

If you get the feeling like everyone is shutting down early for the holidays, think again. The quiet time before X-mas and after the new year is the perfect time to focus on the following three objectives: Re-write your business plan for 2012. Include your goals, marketing strategies and tactics to insure you have [...]

8 Steps to Selling Without Selling

salesresultsinc — Wed, 07 Dec 2011 14:57:30 +0000

The Art of Selling Without Selling

salesresultsinc — Sun, 06 Nov 2011 22:15:26 +0000

People hate sales. It might be the salesperson, the idea of being sold to or for some, merely hearing the word “sales.” Many of the professional service clients I coach in a sales capacity call the word “sales,” marketing just to avoid being grouped together with the local car salesman. So why does sales have [...]

Necessity vs Curiosity: How to really connect with the elusive prospect

Steve Fretzin — Tue, 06 Sep 2011 15:34:52 +0000

The difference between a curiosity appointment and a needs based appointment should be totally clear to you. In today’s challenging and competitive marketplace it has never been tougher to find a new prospective client. Each and every opportunity seems to have more weight on it because of the elusiveness of our prospects. They seem to [...]

Time is money- Qualifying while networking

salesresultsinc — Mon, 29 Aug 2011 20:43:31 +0000

Your time and efforts could be squandered if you enter into the networking circuit without a plan or general strategy. If you’re a networker, you’ve probably run into every type of character imaginable. In addition to the takers, the salesy pitch-makers and the long drawn out storytellers, there will be many quality people for [...]

Enjoying The Swing in Sales, Not Just The Shot

Steve Fretzin — Mon, 08 Aug 2011 04:53:36 +0000

If golf is a sport of swinging a golf club repeatedly, and I’m not enjoying the swing, then why am I playing golf? This is where the missing piece of the puzzle hit me. The swing in golf is the same as the process of a sale. The game of golf has always been a [...]

Selecting Your Referral Dream Team

Steve Fretzin — Sun, 05 Jun 2011 01:38:43 +0000

As we lean into another month of networking events and one‐on‐one meetings to build our businesses, we should remember the importance of being a professional networker. Being effective doesn’t just mean giving selflessly to everyone you can, although that is certainly a major component. It’s also about understanding who your “key players” are. Taking care [...]

Understanding “networking”: Why you don’t need to shy away from it. Why you really need to do it.

Martin Clancy — Fri, 08 Apr 2011 18:04:35 +0000

It isn’t about “selling”. If you’re at a networking event, constantly repeating your memorized 30 second ‘elevator pitch’, you’re likely missing the biggest benefits. You’re definitely not having fun. And if you don’t “get” a customer, you’ll leave believing you’ve wasted your time! All reasons to shy away from networking. Understanding networking differently will change [...]