Prospecting
What’s Really Going On?

What’s Really Going On?

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...

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What’s Your Competitive Advantage?

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...

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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...

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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...

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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...

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