12 Reasons You Should Have a 2012 Sales Plan

Posted by Mike Cooper on Jan 31, 2012 in Sales Tips | 0 comments

Sales planning is critical to the success of your business. Unfortunately, some folks spend more time planning their vacations than they do planning their business. Here are a dozen reasons I have seen or heard happen due to lack of sales planning. 1. You keep saying next month you’ll write down goals; it’s already the end of January. 2. Your sales plan is written on the back of a...

4.5 Ways To Sell More

Posted by Mike Cooper on Jan 29, 2012 in Sales Tips | 0 comments

Remember, there are only two ways to Heat Up Your Sales: 1) obtain new customers, and 2) get your current customers to buy more stuff. 1. “Call Me In January”  Remember all those prospects and future clients that said to call back after the holidays? Guess what? It’s the last day of January. Have you called yet? Pick up the phone dude: “I’m following up after the...

Twelve Phrases You Should Use Every Week To Ensure 2012 Is Your Best Year Ever

Posted by Mike Cooper on Jan 4, 2012 in Sales Tips | 4 comments

There are dozens of articles telling us what not to say, phrases not to use, and words to avoid when we are with prospects and customers. Here’s a list of a dozen phrases we should start using, or continue to use, that instead of chipping away at our credibility can lead to building a better and stronger relationship with our clients.  Thank you! People like to feel appreciated. Thank you for...

Sales Predictions for 2012

Posted by Mike Cooper on Dec 29, 2011 in Sales Tips | 4 comments

Back in the day, my crystal ball was always in the repair shop when it came to forecasting and estimating. Today, I’m still not much of a psychic but I’ve made some predictions that are both good business practices as well as interesting. Gone are the days when we sold “features and benefits.”  Now, there are so many choices, buyers are looking for value. Creating value...

Finish The Year Strong

Posted by Mike Cooper on Dec 15, 2011 in Sales Tips | 0 comments

No excuses. There are just 10 selling days left in 2011. The economy? Nope. Some companies are having their best year ever. The timing? Nope. Everybody is busy. There is no time like the present. The holidays? Nope. Schedule that appointment for January 5th or 10th. The price? Nope. Stop comparing apples to lemons. Communicate the value. My calls don’t get returned. Build trust. My emails go...

Holiday Vacations ~ Stay On Top Of Your Customers

Posted by Mike Cooper on Nov 21, 2011 in Sales Tips | 0 comments

It is vacation time. We’ve got a couple ideas on how to stay focused and enthusiastic during the holiday vacation periods. As part of your overall selling and marketing strategy you should know everything about your competitors and customers ~ their products and services, their pricing, their strengths, their weaknesses and last but not least, their vacation schedule. Contact your...