Posts by Joe Mechlinski

How do you ensure that you will be successful at networking events? The key phrase to remember is that you need to be interested, not interesting. That should set you apart, because everybody else is there with the other agenda...

There is a difference between a cause and a purpose. Salespeople who fail to distinguish the difference between being purpose-driven and cause-driven will never be seen as a trusted partner. Purpose is a huge driving force, not...

“Sorry, we don’t have a budget for that.” What do you do when you hear this well worn objection? First, don’t buy into this being an actual legitimate objection. Instead, go back to peeling the onion. Test the theory that it’s...

Let’s talk about the process of overcoming objections, which we call “align and redirect.” First, we all know that objections are a part of sales. “No money, not the decision maker, wrong timing, have a similar solution, too...

How do you get past the gatekeeper? There are three basic rules. But before we get to those three rules, there’s something you must understand: who is the gatekeeper? Traditionally, the gatekeeper has been a secretary,...

What is the danger of using demos, presentations and collateral? The danger is that most people use demos, presentations and collateral as a substitute for having a well thought-out and well executed sales strategy. PowerPoint...

“Said the Sales Coach to the sales-per-son… Do you KNOW what I KNOW?” As seen in this month’s EntreQuest sales training video, Sales Coach Jeremy Steinberg is wrapping up referrals for the people on his B2B gift list. When it...

So you are talking with a prospect experiencing significant pain. You know he needs what you are selling – but doesn’t know it yet. How do you get him to come to that decision? Should you tell him what he needs? Or should...

You have all heard it’s not what happens to you but how you react to what happens to you that makes you successful. If you buy into this, then you will probably also agree that economic cycles are inevitable. What’s not...