Opening Pitch with Poynt – Selling Merchant Services

Opening Pitch with Poynt – Selling Merchant Services

On Monday, October 9, at 6:00 p.m. EST I am hosting a big live event to interview the founder of the company who created the Poynt terminal.  If you missed the previous video when I did the unboxing of the Poynt terminal, you should definitely see that to learn more...
Unboxing the Poynt Terminal – Selling Merchant Services

Unboxing the Poynt Terminal – Selling Merchant Services

One of my predictions for 2017 was that a company would create a Point of Sale System that could be the winner in the physical location business space and today I am unboxing what I think could be that system.  The Poynt terminal is not just a great piece of hardware,...
Closing with Porcupine Questions

Closing with Porcupine Questions

Today I’m going to explain a very simple concept called “porcupine questions.”  In the last article I discussed “ownership questions.”  Both of these concepts come from Tom Hopkins’ book.  Using porcupine questions is extremely valuable in the sales process, but...
Ownership Questions and Sales Psychology

Ownership Questions and Sales Psychology

Check out our new HD sound on iTunes, Stitcher, and Soundcloud. Today I’d like to discuss an exciting topic – ownership questions and sales psychology.  Sometimes a new sales person will contact me complaining that he/she can’t make any sales.  When I ask for details,...
How to Get Cheap Sales Leads and What to do With Them

How to Get Cheap Sales Leads and What to do With Them

Check out our new HD sound on iTunes, Stitcher, and Soundcloud. Today I would like to expand on the information concerning hiring telemarketers which was published yesterday.  Please make sure you read that article before continuing; it contains a lot of helpful...
3 Closing Techniques that Work

3 Closing Techniques that Work

Check out our new HD sound on iTunes, Stitcher, and Soundcloud. There are three closing techniques which I know work well.  Although I’ve written articles about each of them, today I’d like to discuss all three and how you can use all of them in the same...
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