Those of you who have been following my 5-part series on how to conduct a really great first sales call with a prospect, know that the skill and success lies in leading a meeting that is all about your prospect’s business. And not about what you sell […]
During a first meeting with a prospect if all goes well, and you follow the process we’ve outlined in these articles, you will learn a lot of information that is important to your prospect and his/her company. At various points throughout this discussion you should summarize […]
In our last article, we discussed the importance of a strong opening to a professional sales call. Now we will talk about what comes next: the discovery or investigative part of the meeting. I call first meetings “high impact conversations” and define them in this way: […]
Do you want to stand out from the competition in a crowded space of so-so sales people? Of course you do! Here’s how you start the meeting in a way that catches your prospect’s attention and sets the tone for a professional, high impact conversation (after […]
Do you have a pre-determined prospecting plan that you follow to drive new business? If not, you will know that these sales don’t come in on their own. Your company might have a robust marketing engine that drives leads to you, but in my experience, that is […]
Summer is a slow time for many companies. Is that the case in your business? If it is, then read on. Here are some tips to help you beat the summer sales slow down. It’s a Mind Game Although business may be slow with vacations and […]
Time is more valuable today than it was in the past. Technology has made people demand more from us, more quickly. So we need to spend our time wisely. As sales people, one of the most effective ways to do this is to make sure we […]
The toughest part of selling for most people is getting the new business you need to hit your sales goal. But how do you get a meeting with a new prospect? Should you cold call, send an email, leave a voicemail, request a LinkedIn connection, mail […]
There are a number of things you can do to be a successful sales person, but here is one of the most important: set a realistic, yet challenging, sales goal! You know this, right?! But did you also know that you need to write it down, […]
