What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.” You know, that desperation sales people have when they finally get someone on the phone. It’s the same kind of attitude that you feel and don’t like when a salesperson gets […]
A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. There is! I’ve written on this subject before but let […]
“We’re just not doing anything right now….” “We’re ‘on hold’ until things settle down.” “We’re not spending any money right now.” These are common stalls that you get all the time, but now it seems harder to overcome them. Why is that? It’s because salespeople are now buying into them. And why not? It makes […]
I need your help! Each year, the AA-ISP recognizes outstanding service providers with their annual Service Provider Directory “SPD” Awards. If you have benefited from my material or blogs and scripts I provide, then would you be willing to take a minute to nominate me? There are two categories below that would help me tremendously: […]
Let’s review: There are six primary areas that you need to qualify a prospect on: Buying motives Red Flags: Why they won’t buy Decision maker(s) Decision process Timeline Budget Skip any of these and it can come back to sabotage the sale. Obviously, there is an art to gathering this information, and I’ve written about […]
Question: When will things get back to normal? Answer: When there is a safe and effective vaccine. Questions: When will that be? Answer: 12 – 18 months, hopefully. Whether you want to hear it or not, you could be working from home for the next 18 months. Oh, I know, businesses are opening, your own […]
Do any of these email responses from prospects or customers sound familiar? “Everything is on hold right now.” “Due to the circumstances, we just don’t have the budget right now.” “We’re not making any decisions right now.” “This just isn’t a good time for us—I’m sure you can understand.” What all these responses have in […]
By now, we’re all settled in at home and seamlessly conducting our business by phone and Zoom meetings, right? Well, not so fast… Like you, I’ve greatly increased my Zoom meetings, and I’ve been disturbed by what I’ve seen. There has been a surprising lack of professionalism, lack of preparation, and in general an unorganized […]
So how is working at home going for you? Have you found a way to keep the dog from barking? How about the kids? And what about the gardener that blows every Tuesday? Oh, and don’t forget to actually work! You remember, the prospecting calls you need to make, the demos you need to book, […]
Things have changed—have you noticed? Of course you have; you’re probably working from home right now… The question is: Have you changed the way you’re approaching your prospects and clients? Believe it or not, I’m still getting the same old emails and the same old phone calls from companies trying to sell me their products […]
