Smart Sales Solutions

“Overcoming Call Reluctance” by Rich Rudnick

Posted on May 15, 2012 by Rich

I just got back from Saskatoon Saskatchewan, arguably the strongest economic market in North America. I was asked to speak on Prospecting by my host sponsor. Why in the world would I be asked to speak on prospecting in this … Read More >

Posted in Smart Sales Blog | Tagged and pick up the phone, business is good, call reluctance, complacent performers, discipline, Executing Smart Prospecting, false sense of security, fear of failure, fear of rejection, focus, instant gratification, lead generation, lid is on your business, make “Prospecting” a priority, memorize your scripts, pain avoidance, pain of discipline, pain of regret, path of least resistance, prospecting, role play/rehearse, Saskatoon Saskatchewan, so what who's next, Some will, some won't, strongest economic market in North America, why call reluctance is crippling sales production, why most don't prospect | 2 Comments

“Nobody Cares” by Tim Nihoul

Posted on April 27, 2012 by Tim

Two words you must internalize “Nobody Cares.” “OK coach, what are you talking about?” Think about all the ads you hear, see or read; the sales people who accost you in the stores you frequent and the various calls that … Read More >

Posted in Smart Sales Blog, Uncategorized | Tagged coach, corporate executive, desire, facts and figures, features, hire, independent contractors, independent sales rep, need, network marketing, recruit, sales, Startup Company | Leave a comment

“Ways to Eliminate Distractions in the Workplace” by Rich Rudnick

Posted on April 13, 2012 by Rich

Unfortunately for too many people- distractions abound within their own workplace. The Law of Attraction tends to work too well with fellow team members and a barrage of interruptions can occur throughout the day. Also- team member time wasting bad … Read More >

Posted in Smart Sales Blog | Tagged discipline, distractions, Do No Enter Sign, do not disturb, double ear headset, focus, home office, interruptions, Law of Attraction, Open/Closed Door Policy, performance, private office, producers, Shut your door, Stop Sign, Take control of your circumstance, throw in the towel, time suckers, time wasting bad habits, water cooler time | Leave a comment

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The market is picking up- which camp are you in? by Rich Rudnick

Posted on March 30, 2012 by Rich

As the market is picking up and gaining traction in most areas, I am noticing some camps forming: The Complacent Performer Camp The Overwhelmed Performer Camp The Peak Performer Camp The Complacent Performer This one has surprised me the … Read More >

Posted in Smart Sales Blog | Tagged attrition, business development, business is going through the roof, challenging his players to up their game, comfortable with being uncomfortable, competition, competition makes us better, competitors, complacency, disciplines, disciplines and fundamentals, ducks on a pond, false sense of security, fundamentals, Good is the enemy of Great, good isn’t good enough, Great Depression, Insanely Great, key to success, lead the pack, market is picking up, Plan your work and work your plan, prospecting, red flag statements, Take personal responsibility, The Complacent Performer, The Overwhelmed Performer, The Peak Performer, The Peak Performers, the strongest economic market in North America, Time blocking, • Build in margins, • Commitment to continual self improvement, • Keep prospecting, • Stick with your disciplines, • Under promise/Over deliver | Leave a comment

Making Successful Initial Face to Face Contacts by Rick Childers

Posted on March 19, 2012 by rickc1

When you are meeting people for the first time while door knocking or making prospecting phone calls, you have 30 seconds during that initial meeting to convince them to do business with you. You have less than 10 seconds if … Read More >

Posted in Smart Sales Blog | Tagged Building Instant Rapport, cold calls, door knocking, elimnate your competition, prospecting, prospects, rapport, Successful face to face contacts, Sucessful initial contacts | Leave a comment

The Art of Overcoming Objections by Rich Rudnick

Posted on February 27, 2012 by Rich

Mastering objections is a skill sales pros at all levels continually need to improve upon. Last week I hashed out the difference between an objection and a condition and how to overcome the fear of receiving objections. Last Week’s Blog … Read More >

Posted in Smart Sales Blog | Tagged Ask open ended questions, bottom line objection, condition, Feel-Felt-Found, how to overcome the fear of receiving objections, Identify, Isolate, isolate and overcome, Mastering Objections, objection, Overcome, overcoming objections, Practice Active Listening, The Art of Overcoming Objections, Validate their concern | Leave a comment

Master Objections or They Will Master You by Rich Rudnick

Posted on February 20, 2012 by Rich

Of all the steps in the sales process that fail most it is in objection handling. Most sales people are often one or two questions away from a sale and don’t even realize it. We receive objections throughout the sales … Read More >

Posted in Smart Sales Blog | Tagged close the transaction, condition cannot be overcome, guidelines for overcoming fear or receiving objections, master objection handler, objection handling, objections and conditions, overcome the fear of recriving objections, preparing in advance for objections, receive objections, sales process, win the sale | Leave a comment

Why Sales People Fail to Close the Sale at the Presentation by Rich Rudnick

Posted on February 9, 2012 by Rich

You are tenaciously following up on a lead. You have pursued and stayed in touch for weeks or months – perhaps more than a year. You finally get the opportunity and eagerly present to your prospect. Before your meeting you … Read More >

Posted in Smart Sales Blog | Tagged 6 Steps to Delivering a Dynamic Presentation, abundance, Building Instant Rapport, closing, Dynamic 6 Step Presentation, I am going to stick with my current provider, I need to run this by my spouse/partner, I need to think about it, identifies all objections, know your prospect, Mastering Objections, mini bridge closing questions, Prequalifying, Presenting to all key decision makers, receive objection, sales process, The key steps in the sales process, This is more than I have budgeted, up front contract, we miss sales because we miss steps, when a sale fails- it is your fault | Leave a comment

It’s About Lead Conversion Not Lead Generation by Rich Rudnick

Posted on January 26, 2012 by Rich

Too often I see sales professionals making the same mistake over and over and increasing their overhead at the same time. To make matters worse, they most often have no way of measuring their ROI while their expenses continue to … Read More >

Posted in Smart Sales Blog | Tagged bullet proof sales, conversion ratios, daily prospecting, lead conversion, lead generation, Leads, products, sales process | Leave a comment

A SMART PLAN for 2012 by Tim Nihoul

Posted on December 22, 2011 by Tim

Wow, 2011 is rapidly drawing to a close and the 2012 is looming large. Where did the time go? As you reflect back on this year how did you do? Did you achieve all of the goals and dreams you … Read More >

Posted in Smart Sales Blog | Tagged action, create success, goals, marketing, plans, sales | Leave a comment

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