Your Imagination is Costing You Sales

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Your Imagination is Costing You SalesAll About Selling, Prospecting, Cold Calling and Networking

by Keith Rosen on September 19, 2008 with 0 comment

If you’re new to cold calling or started prospecting differently than you have before, be sure you understand the difference between qualifying and judging a prospect. To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone, such as a prospect. If you read my cold calling book, …

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How to Best Qualify any Prospect and Find the Perfect Fit

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How to Best Qualify any Prospect and Find the Perfect FitAll About Selling, Prospecting, Cold Calling and Networking

by Keith Rosen on September 17, 2008 with 0 comment

Here are some qualifying questions you can use during your next prospecting conversation. Remember, it’s not just any question; but defined, well crafted questions that are going to act as the conduit to more qualified prospects and more sales. While many salespeople would use questions that qualify their prospects to determine whether or not they …

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How to Overcome Selling and Cold Calling Reluctance Permanently

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How to Overcome Selling and Cold Calling Reluctance PermanentlyAll About Selling, Cold Calling Tips

by Keith Rosen on September 12, 2008 with 7 comments

Do you have a sales team of fearless salespeople and prospectors? There’s not a company out there who can afford to have their salespeople, prospectors and rainmakers become a little gun-shy when looking to attract and develop new business. Here’s how you can overcome sales and prospecting reluctance permanently. Are you aware of the limiting …

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How to Avoid a Cold Calling Injury

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How to Avoid a Cold Calling InjuryAll About Selling, Cold Calling Tips

by Keith Rosen on September 10, 2008 with 0 comment

You might be surprised that the same activity which prevents sports injuries can help prevent cold calling injuries too. Implement a pre-call planning regimen. When talking with salespeople who have prospected for a while, it seems that they remember how challenging it was to take that first prospecting step. This is still a common theme …

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The Difference Between Sales Training and Sales Coaching

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The Difference Between Sales Training and Sales CoachingAll About Selling, articles on leadership

by Keith Rosen on March 13, 2008 with 0 comment

How do you differentiate between Sales Training and Sales Coaching? Do you collapse the two together or leverage each one to complement the other? Learn how to distinguish between a coaching or a training opportunity and when to leverage both. A client of mine, the owner of an executive recruiting firm, emailed me a question …

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How to Boost Your Close Ratios

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How to Boost Your Close Ratiosclosing the sale

by Keith Rosen on February 28, 2008 with 0 comment

Recently I was asked what companies can do to ‘boost their close ratios’ in a specialty retail market. See if my answer applies to your market as well. Their Question: What techniques have you seen work in terms of boosting close ratios within the retail market? Are there any action steps that retail owners need …

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You’re Either Creating or Controlling

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You’re Either Creating or ControllingHow To Sell and Sales Tips

by Keith Rosen on December 16, 2006 with 0 comment

Salespeople echo all the time how they create solutions for their clients when in actuality, they try to control the sales process through the end. I was half way through a weekly coaching call with my client Denise when the topic of controlling the sales process came up. “We try to control as many things …

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Customers Don’t Want a Relationship With You

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Customers Don’t Want a Relationship With YouInsights in Business

by Keith Rosen on November 14, 2006 with 4 comments

To become a great salesperson you need to foster and build strong relationships with your prospects and clients. But not everyone wants a relationship with you. The stronger the relationships that you build with your customers, the easier it will be to sell them, serve them and support them. While this is certainly true, essential …

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