Don’t you hate it when you get back to your prospect, you’re ready to give a great pitch, you need the sale, and…and….they tell you they looked it over and they’re not interested! Wait a minute! You want to scream. Just give me a chance…. Believe it or not, there is a way to deal […]
As you run around doing your final Christmas shopping this week, have you remembered your favorite person? (You!) I know you do a lot for others in your life – your family and extended family, your co-workers or employees, those people who serve you in your favorite restaurants, cleaners, mail delivery people, etc. – but […]
For December, I’m reading the classic tale: “A Christmas Carol,” by Charles Dickens. Oddly, I can’t remember ever reading it, though I’ve seen countless versions made for TV and movies. It’s fantastic, just like most books are that have been made into movies. Dickens is a superb writer, and there is a reason this is […]
How many times do you get the objection, “Well, let me talk to my (partner, boss, manager, spouse, etc.)”? In any kind of sale, this is one of the most common objections or stalls prospects use. And they use it because sales reps don’t seem to have any effective come back to it. Variations on […]
Qualifying prospects during the initial call is one of the most important things you can do in sales, but for anyone who’s done it, you know that what’s difficult is asking a series of good questions without sounding like you’re interrogating your prospect. Admittedly, there is a fine line between having a dialogue with someone […]
Based on my last article “A Fresh Prospecting Approach for You,” many people are wondering what the two most important qualifiers are for any given sale. That’s a good question, and I’ll tell you that over the years I think they have changed. In the past, budget was the big stumbling block and the issue […]
Inside sales – already an important component for many company’s sales efforts – is expanding as more companies develop or add to this valuable sales channel. Here are six things to consider to insure your new sales team is effective and profitable. #1 Define the role of your inside sales team. When considering building or […]
The Holidays are finally here. To most sales people, this means extra days off, and half days before Christmas and New Year’s; it means holiday parties, year-end bonuses (if they’ve been good and made their quotas), and even promotions if their company offers them. It means holiday cards from vendors, and it means long lunches […]
[This is an excerpt from my completely revised and updated for 2014 eBook, “The Complete Book of Phone Scripts.”] Because you only have a few precious seconds to make a connection and establish interest, you’d better have a good opening prepared in advance. Besides being very busy, your prospects get a lot of sales calls […]
Out of all the possible objections you get when selling your product or service, the nebulous, “I want to think about it” is probably one of the hardest ones to overcome. The prospect isn’t saying no, exactly, but he isn’t giving us an objection that we can overcome either. So what do you do? If […]
