Skip to contentAvoid being pushy at all costs. Strive to ask a question only once -– whether it is the invitation to close a sale or anything else. You may have heard the famous quote from Albert Einstein, “Insanity is doing the same thing over and over again and expecting different results.” If you repeatedly encounter the…
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It’s easy to get so caught up in your sales presentation that you forget to pay attention to the most important person in the meeting – the prospect, of course. Prospects will often show that they have a question or comment during the course of your presentation. It could be in the form of a…
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If you’ve done your homework, you can bring specific examples to your sales calls. Whether you are a brand new salesperson, or a 20-year veteran working with a brand new prospect, a proven way to establish credibility is to reference success with other clients. “Third-party selling” is the process of strategically describing the successful implementation…
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When cold calling a new prospect on the phone, NEVER start the conversation by asking, “How are you?” You’re probably thinking, “How are you?” is an icebreaker, just a friendly way to start a conversation. Unfortunately, that question just pushes the prospect away. They do not know you and therefore, have no reason to trust…
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As a salesperson, you have the right to be persistent and to be respected, but not to infringe on customers’ time. Dropping in on a client unannounced because you were “in the neighborhood” sends the wrong message. Instead, schedule your calls, have a stated objective for each meeting, and be sure the time spent results…
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