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, …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
