Blog
What to do if You Don’t Have Direct Access to the Decision Maker
Scenario: You've worked very hard to sell your product or service to the initial contact or representative of the prospective company, but unfortunately you don’t have direct access to the final decision maker (or board). 00. In this exercise, work with a partner. ...
Communicating to the Prospect
The purpose of this exercise is to practice the initial communication with the prospect. This may seem unnatural or challenging to some. What do you talk about? Where do you start? This drill is intended to eliminate any questions or doubts and get one used to really...
The Ripple Effect
Ever feel like no matter how hard you work or how much you care, you can’t really have a positive effect on this planet? That was definitely the thought that popped into my head this morning! My day started out as I jumped into a nice warm shower, I was in a hurry so...
The Guide Word That Helps you Establish Communication With any Prospect
If you're reading this blog you more than likely have a strong interest in the subject of sales and the art of selling. So, with that said let me ask you a question. Hypothetically you have been given the job of hiring a salesperson for the new division your company...
Why Did the Prospect Contact Your Company?
What is the very first question you would ask a prospective client that made the initial contact? Well, prior to asking this question start by asking yourself what you really want to know about this prospect. The key when making first contact is to be really...
Sell More by Discovering Interest Before You Attempt to Qualify the Prospect.
Salespeople work exceptionally hard at prospecting and attempting to qualify the right prospects. This quest for the right client, the time it takes to find them and the stress involved in making that first contact, is the reason why selling can be so difficult for so...
Understanding How Your Prospect Thinks is Vital to Increasing Your Closing Percentage
When talking with salespeople I'm always amazed at the fact that most believe that they “know” why their prospect should buy their product or service. In discussing this further I have found that this is not based on any real understanding of the individual prospect,...
Handling the Price Objection
Is Price a Valid Objection? 1. First, write down all the places you have heard that pricing is a concern or that you should lower your price to get a deal. These could be articles on the web, your uncle George or the news. Consider whether or not the purpose of these...