The Accelerator Blog

It doesn’t matter how good your intro call goes if you don’t close the deal.

You know what I'm talking about, too.

You get the prospect on the intro call, and while on the call, you two...

There is one ability a salesperson must possess which is more important than any other skillset.

It's the ability to "push through".

The ability to keep going. Failure after failure after failure.

...

I've had at least 4 prospects get cold feet (cancel the call or no show) going into our closing call the past 2 weeks because I gave them too much time to make a decision.

NO prospect needs months...

4 weekly changes that have helped my business lately:

1. Responding to about 215 LinkedIn DMs each week - some of which are Hubspot follow-up Tasks that were due in our CRM to be completed. This has...

Ask better questions, get more clients.

What if finding "perfect" prospects came down to the quality of the questions you're asking INSTEAD of finding the "perfect" prospect?

For example, compare...

Ask. Ask. Ask. Ask. Ask.

Yes, it can be awkward to ask for the sale.

Yes, your gut might be telling you not to do it.

Yes, your prospect might not SEEM interested.

But you are never 100% certain if...

Is your game plan clear?

Like, do you actually know EXACTLY what work and how much of it to be doing each day?

Or are you just guessing?

Let me explain...

1. Failure salesperson:

I want 10 new clients.

...

"If you can explain another person's problem clearer than they can, they automatically assume that you know the answer."

Stop. Reread that. And then think on it for 15 seconds.

Do you know one of...

Is handling objections rocket science?

No, it's sales.

And I've distilled my process of handling objections into 4 steps:

1. Pause for 30 seconds

2. Thank them & show understanding

3. Ask a...

Record that sales call.

It might be the ONE thing holding you back.

• You've put in the work to prospect a lot of people on LinkedIn
• You've finally started to get prospects on an intro...

"I hate sales".

Haven't we all heard this from someone before?

And did they have much (or any) experience in sales...?

Nope...

This is what we call a "baseless objection".

Something that is not...