Opening, rather than closing, is the most important phase of selling because it’s binary. It’s akin to doing science without Newton’s first law or acknowledging gravity. It’s like trying to be a fighter but not being able to throw an…
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…
The most pressing issues facing sales professionals and sales leaders are, Prospecting, Pipeline, and Productivity. In this exclusive re-broadcast of VSKO17, four of the world's most cutting edge thought leaders, shatter modern day sales productivity myths that are holding you…
If you really want to save your time and energy and the time and energy of your prospects, STOP sending out information prior to determining their true needs, goals, budget, etc… It’s a disservice to them, and it’s most certainly…
The bottom line is that you really never know when you might be able to reach a given prospect so it’s always worth trying. Many times high-level decision-makers or business owners are in early or they stay late. If you…
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…
In a recent sales productivity study we conducted for one of our clients, we learned that while their sales reps spend more time on selling activities compared to the external benchmark, they spend a small amount of time actually meeting…
If you rely on the features and benefits of your product or service to create differentiation… good luck! Start differentiating through the quality and relevant value of your daily interactions with your customers and prospects. Do You Confront The Brutal…
“Go through the ‘no’s’ and hang-ups until someone finally says, ‘yes.’” Ecch! No wonder so many people hate cold calling. “Rejection comes with the territory. If you're going to cold call you're going to have to deal with people saying…
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…
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.…