Category: Prospecting

You’ve had a great meeting and even gotten to the proposal stage. Then, the client quits returning calls and emails. Could you have done anything differently? One sales expert says you should have “pre-closed” the prospect before making the proposal. Find out what that means and how to do it.

Keeping sales pipelines filled with high value prospects is the key to sales success. Yet, too many salespeople don’t take the right steps to make that happen and fail to meet their goals. I report on Tony J. Hughes new book, “COMBO Prospecting” and his powerful ideas for filling sales ... Read More

How can “pausing” make you more believable? And why does believing in what your selling, make you more believable? And what should you do when you don’t believe in what your saying or selling? Think this might be an important sales learning topic? Listen, learn and discuss.

Are you bringing new insights to your prospect or customers? Or are you telling them what’s already on your website and in your product literature? You want to be the salesperson that makes the customer think, “You know, this person really knows what they’re talking about.” Now you’re selling.

Sometimes prospects object just to see whether or not you believe in what you’re selling. You don’t have to “overcome” every objection. But you do need to have a strategy for handling them. I recommend using the third “f” in this short video.

I’m a sales trainer. But I own the business. So salespeople are selling to me. One particular salesperson left a voicemail that was so good, I transcribed it and broke it down so you can use it as a blueprint for your next voicemail.

This is a story about a salesperson who broke my preoccupation with catching a plane and sit down and get a shoeshine. It contains some important lessons for all salespeople who are meeting with crazy busy prospects and customers.

Is it true that teaching is the new pitching? That seems to be the trend. Are your salespeople able to add value to a prospect’s business with what they know and not just what they sell? It could be an important competitive advantage. There’s a very powerful one-liner about the ... Read More

It is now possible to spend all day “selling” without really talking to a prospect. But is it a good idea? Jeb Blount, author of Fanatical Prospecting thinks we need to dial the phone and interrupt some prospects for their own good. I’ll also share his “30-Day Rule” with you ... Read More