The best way to help your prospect – Part 2 of 5

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” … Read More

How to open a great sales call – Part 1 of 5

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 … Read More

How to get a meeting with a prospect

Decision makers will give you a meeting (most of the time) if you have a referral introduction to them. If you don’t have an introduction from someone you both know, then you must have a very compelling reason for the … Read More

What’s your prospecting plan?

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, … Read More

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