There are countless suggestions about how and why ‘following up’ is necessary when prospecting for new customers. Here are some specific ideas that you may find helpful: Do you follow up 3 times or 7 times or somewhere in between? This effort is not based on a formula so the level and type of response …
If you are, I have good news for you. The best new gigs for sales people are not advertised! Every good business owner and manager I have ever met are always on the lookout for new sales people, even though they haven’t posted that there is a position open. They need bench strength so when …
We all have stuff going on in our personal lives, every day. Some require heavy lifting to deal with such as financial issues, a messy divorce, etc. Some are easier to fix, like the disagreement you had with your spouse last night. Any of these points of stress distract from your ability to sell as …
The most simple definition of a professional is someone who can be held personally responsible for their work. A short list would include doctors, lawyers, accountants, engineers, architects, etc. These professionals have degrees and accreditation which means they can be held accountable for their mistakes. Yes, these professionals can be sued and lose their license …
Sometimes we unnecessarily over complicate our day to day sales efforts by overthinking a challenge. It is possible there isn’t an obvious solution so we strategize and plan and agonize about how to proceed. If you see this happening, stop it. You are getting in your own way and wasting valuable time. Just hit go …
Never, ever, ever pretend to know. The person you are talking to will instantly know that you are pretending and in that moment your credibility is gone. Getting it back is next to impossible. It is very okay to admit you don’t know and you will find out and get back to your prospect or …
I am sure you are a sales person for a reputable company and are selling a great product or service. What you are selling is so great it has the best quality and value with all the research data possibly available to back up your claims. You can even demonstrate why your product or service …
Mistakes happen. Sometimes more than we like! An example of a small error that happens every so often is when we have copied the body of a message from a previously sent e-mail to send it to another new prospect. After you hit send you immediately realize the salutation had the name of the person …
When landing a plane the pilot is looking at the runway far ahead and not over the nose of the aircraft. The result is a smooth almost gentle landing where you barely notice the wheels touching down. Think of this analogy before every sales call. By thinking about your client’s needs and not your own …
