Author Archive: Claude Whitacre

Claude Whitacre has been selling for nearly 40 years. He has broken company sales records, been a speaker at industry conventions and trade shows, and still makes sales to test ideas and teach what works. He is regularly asked to speak for business owner groups on selling. Claude speaks to groups of business owners and salespeople... and nobody else. Subscribe now to get more posts like the one you just read, product updates, and announcements of new books by Claude.
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Don’t “Fake It Till You Make It”. Use What You Have To Your Sales Advantage.

Don’t “Fake It Till You Make It”. Use What You Have To Your Sales Advantage.

[ 0 ] January 14, 2018 |

When we are selling to new clients, some of us are new to it. Some feel out of place. Some are just introverted. But many of us are nervous. And if you are new at selling, this applies especially to you. Never “Fake it till you make it”. It’s terrible advice. Why? Because it’s so […]

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Referral Selling Interview. Generating High Quality Referrals And Introductions To Sales Prospects That Are Highly Likely To Buy

Referral Selling Interview. Generating High Quality Referrals And Introductions To Sales Prospects That Are Highly Likely To Buy

[ 0 ] January 12, 2018 |

Guys. I did this interview a few days ago with David Duford. He’s a trainer and Guru in the Final Expense life insurance field.  Nearly everything in the interview can be applied to any kind of selling, any product, any location.   Included in this video; Why salespeople don’t ask for referrals. Why most companies […]

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Only Talk To Buyers. The Three Best Sources Of Sales Leads That Are Highly Likely To Buy From You.

Only Talk To Buyers. The Three Best Sources Of Sales Leads That Are Highly Likely To Buy From You.

[ 0 ] January 5, 2018 |

This is a summary of a one hour ($500) phone consultation with an insurance salesman that wanted to up his closing ratio. After talking to him for a few minutes, I realized that his problem wasn’t closing better, but talking to better qualified clients. We talked about Highly Likely Buyers and where to find them. […]

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Cold Calling VS Building A Business. Cattle Rustlers VS Owning A Ranch. The Day A Mentor Turned Me Around To Becoming Wealthy

Cold Calling VS Building A Business. Cattle Rustlers VS Owning A Ranch. The Day A Mentor Turned Me Around To Becoming Wealthy

[ 0 ] December 30, 2017 |

I was selling vacuum cleaners in people’s homes for several years. The vast majority of my sales came from simply knocking on doors, and making sales presentations to the people who would agree to it. I was making a good, yet steady (read Plateaued) income.  I studied selling as an art. I talked to people […]

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Cold Knocking. Cold Calling Strategies That Get You Into A Sales Presentation Right Now.  #1….Taking A Survey.

Cold Knocking. Cold Calling Strategies That Get You Into A Sales Presentation Right Now. #1….Taking A Survey.

[ 0 ] December 27, 2017 |

Guys;   This isn’t in any of my books. I decided to share these methods because I spent the first 20 years of my sales career selling life insurance and then vacuum cleaners….door to door. I had a referral system when selling vacuum cleaners, but I still found it easy to knock on a few […]

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Sales Prospecting. Should I Prospect Myself Or Hire Someone To Prospect For Me? (Whether Sales Referrals Or Cold Calling Leads)

Sales Prospecting. Should I Prospect Myself Or Hire Someone To Prospect For Me? (Whether Sales Referrals Or Cold Calling Leads)

[ 0 ] December 21, 2017 |

If you have been in sales more than a week, the idea has popped into your brain that you could hire someone to make prospecting calls for you…while you simply make the sales. I’m going to suggest that you call the leads or referrals yourself, no matter how much you think you could sell if […]

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