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Recent Articles from Liz Wendling
Buying the money excuse will cost you
How many times have you bought that line from your customers when they deployed their money excuse on you? They’re selling the money excuse, and you’re buying it every time. The money objection is not something I can attempt to fix in an article because of its complexity. My purpose is to raise y...
The sales fear factor
Fear of rejection is one of the obstacles that business owners and entrepreneurs face in business. Handling rejection and overcoming those negative feelings are critical to having success in sales. This chronic and debilitating condition has taken down many sales careers and is one thing that stan...
No follow up?
Lack of follow up and neglecting to follow through are critical and costly business mistakes that dramatically affects your bottom line. There’s absolutely no good excuse to neglect this part of your business. Not one! Not even these overused mantras of, “I’m too busy,” “I already left one voic...
Positive, negative or neutral?
Your attitudes and beliefs create your thoughts and feelings, which determine your choices and decisions. Your attitude is often one of the first things people notice about you. It’s the […]
Break the sales procrastination habit — today
There are many ways to avoid success in life and business. One surefire way is through procrastination. Procrastinating is avoiding what you know you need to be doing. Procrastinating is doing anything other than what you should be doing. This form of self-sabotage plays itself out by putting off...
Everyone is selling something — even you!
Like it or not, every business owner is in sales! Whether you’re selling an idea, delivering a business proposal, conducting a sales presentation or offering a product or service – […]
Getting past the gatekeeper
Gatekeepers can either be your friend or your enemy. If they see you as just another annoying caller, you’ll stand little chance of getting the decision maker to take your call. If they like you and see you as a persistent salesperson, they’ll give you respect, open the gate and put your call thro...
You had me at hello
Picking up the phone and talking to someone in the form of a cold or warm call sends many people into a full-blown panic attack. Some would rather spend an entire day in a dentist's chair than pick up the phone and talk to a stranger.
Soft selling in a hard economy
When it comes to sales, the debate rages on – to hard sell or soft sell? The idea of the hard sell doesn’t sit well with many people. No one […]
Optimize your sales process
Great salespeople and top performers have a process for generating a steady stream of good leads from multiple sources and possess the ability to close more sales with ease. Everything […]
A dose of sales mojo
One of the most common questions asked of me by salespeople and business owners is, “Can you help me to get and stay motivated?” I tell them that motivation isn’t […]
Becoming the closer
I receive calls every day from salespeople and business owners who believe that the only skill they lack is “how to close.” They’re convinced that's the one thing missing in their sales process. They think they’re not closing the sale because they lack that magical phrase, slick one-liner or fancy...
