Jim had an appointment with a new prospect who called him out of the blue. The prospect wasn’t even on his target list…isn’t that the dream of every sales person? During the one hour meeting, the customer articulated exactly what their problems were and the solution they were looking to purchase. The budget was there; the […]
Prospecting
What’s Your Competitive Advantage?
Why should I buy from you instead of a competitor? What makes your company different? These are very common questions that many prospects ask. The typical responses are: “Our service is the best in the industry”, “We have great technology”, “We’re state of the art when it comes to innovation”, etc. To which many customers […]
The TED Way – TED Talks for Sales Professionals
“…“Knowledge can’t be pushed into the brain. It has to be…”
Is Procrastination Good for Sales People?
“…The next time you’re down to the last minute in preparing for a customer, realize there might be a…”
Do I REALLY Have to Prospect?
Blount says, “It is not the “cold” call that is hard; it is the…
3 Tips for Finding New Clients
It was back many years ago and my first day on the job in my new sales career. Nervous? Absolutely! I was driving up to the Knoxville office of the old Digital Equipment Corporation where I spent 15 years of my career. I had just completed the Internal Sales Development Program and was excited to […]
Selling the Invisible
Many years ago I worked for a company that at the time was believed to be one of the best computer companies in the world- Digital Equipment Corporation. In the mid-80’s we were growing by leaps and bounds even though one of our products lines was not selling as planned. We soon realized that our […]
3 Ways to Peak your Prospect’s Interest
Getting a prospect’s attention these days is quite challenging. Prospects are bombarded every day with calls, emails, direct mail and social media for meeting requests to consider your products and services. In fact, most business executives are estimated to receive an average of 200 communications EVERY day. How can you effectively alleviate the barrier of […]
Overcoming the “Sales Rut”
Its summer time and your prospects are telling you to give them a call in the fall. “Summer is busy, budgets are in review and with the vacation schedule ramping up, we’ll “see you in September”- as they say. Sound familiar? You thought things were moving along nicely, your pipeline of opportunities was filling up, […]
Questions That Customers Pay Attention To
You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect”? You asked all the right questions and got the answers you needed to qualify them. You have their budget, their goals and needs, their timing to make the decision, who will decide, and of course you know your competitors […]
