Leveraging The Prospecting Winds It all comes down to your mindset. Prospecting sucks. But, with determination, perseverance, and the prospecting winds at their backs, they are able to leverage and overcome challenges to close more deals. Prospecting Is A Necessity…
Beat The Competition With Follow-Up Scripts I always follow up with prospects – and many, many times – and that practice alone has made me more successful than 90% of my competition. Here is a follow-up campaign you can adapt…
Do you usually feel good about your first call? Often, a salesperson's first call with a prospect does not go as well as they hope. Here are three steps for making a great first impression with your prospect and advancing…
Select your communication method based on what is most effective for your prospect. Too many salespeople choose the follow-up method based upon their own personal comfort levels, rather than the most effective tool for the job. For example, I find…
By gaining a working understanding of nonverbal communication, you will be able to reduce sales pressure, build rapport quickly and dramatically increase your sales prospecting effectiveness! The 1960 Presidential Debates between Vice President Nixon and Senator Kennedy were the first…
You cannot be consultative without sharing your ideas and insights. You worry about your dream client taking your big idea and executing it themselves—or worse, giving the idea to your competition. As unfortunate as this is, it is a necessary…
You do all that needs to be done, follow all the tried and true techniques to evoke a response and still nothing. What if your prospect goes silent? Has this ever happen to you? You go in and do a…
Salespeople know what to do, however, when they hear a ‘buying signal’ they get excited and emotions start running the meeting, not consultative selling skills. You have all probably been a victim of this selling scenario. You are buying a…
If your pipeline is not coinciding with revenue, you’re likely to be questioned about it at some point which is all the more reason to keep it true and tight. Sales pipeline. If you are in sales, you will get…
You must be proactive and have a plan set in place when you reach a prospect’s voicemail. Voicemail – your best friend and your most frustrating adversary. On one hand, it allows you to ignore phone calls that you don’t…
There are five personal attraction strategies you can use to keep things fresh for yourself and your prospects: email, letters, postcards, personal networking and of course, phone pursuit. No doubt about it, prospecting can sometimes get boring, and certainly depressing.…
Not being interested in a service is very different from not being qualified. Sales professionals need to do their research. The other day I got a connection request from LinkedIn. The person's profile was very scarce because the young lady…