13
Jul2020
Phil Fisher shaped my philosophy of selling very early in my career. He died last week at the age of 98. I share yet another Phil Fisher story in this week’s knowledge bite. And there are links below to two other stories about Phil and his philosophies of selling. I had the great privilege of appearing in Phil’s Wisconsin Broadcasters Association Hall of Fame Induction video. Have a look at that too. It’s well worth your time. If Phil’s ideas help you as much as they helped me, you’ll be glad you took the time to discover them.
23
Mar2020
No audio this week. I’m writing this for salespeople and sales leaders who need some perspective on the pandemic. Working from home and decided to make this a longer article on things I am reading that are positive and reassuring.
14
Oct2019
Here’s a story about a call I made with my mentor over four decades ago. I still remember how he “handled” the prospect who said he wanted to think it over. If you’re still getting this stall, then consider using this tactic for blowing past it and sealing the deal.
20
May2019
Want your salespeople to be better closers?
Share this special Instant Sales Training session with them today.
09
Apr2018
The more product knowledge you have, the more inclined you will be to share it. But telling isn’t selling. Avoid the temptation to spew. Ask this question instead. What question? The one you’ll learn in this week’s knowledge bite at the 1:04 marker. Send the MP3 to your sales team and encourage them to ask this question to a prospect this week. And ask them to bring that story to the sales meeting. Education without action is entertainment.
27
Feb2018
More First Meetings: Getting In To See Those Hard-to-See Prospects
Your 5-Step Voicemail Blueprint
Why you must avoid “promiscuous prospecting”
How to warm up a cold call with a relevant opening statement
Powerful subject lines that get prospects to open and respond to your emails
Why ideas sell better than people
The “forgotten” way to make a powerful first impression
Cutting-edge ideas for breaking through to the decision maker
Matt Kohler Contact Marketing Story
https://instantsalestraining.com/podcast-player/1763/matt-kohler-contact-marketing-story.mp3
Click for Handout
Click for Checklist
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18
Dec2017
Selling is a contact sport. Are you and your salespeople getting roughed up enough? Maybe you all need a few more “noes” in order to get some very profitable “yesses.”
20
Nov2017
This is a true story of how getting fired early in my career made me a better salesperson. It’s also Chapter 1 of my brand new book, 23 Shockingly Simple Sales Ideas, which will be published soon as a paperback and a Kindle book. I’ll let you know when it’s available.
