Many of us have avoided asking for access to the decision maker (and other stakeholders) because it felt weird. I know I used to be uncomfortable with it because I felt somehow, I was accusing my contact of being insignificant. Needless to say, I lost a lot of deals because of this! Somewhere along the line … continue reading »
Think back to those deals you’ve worked on where you were peppered with objections. Now think back to those deals you’ve worked on where you couldn’t get your prospect to “pull the trigger”. Think back to those deals you’ve worked on where the prospect went “MIA”. Think back to the deals that you lost. Then … continue reading »
When we talk about meticulous pre-call planning in our sales training programs, we talk about two parts; Research Preparation Within each of these two areas are several other things but; There’s one thing that many sales reps miss when it comes to preparation; Planning The Questions They Need To Ask The Stakeholders Most reps have … continue reading »
When it comes to establishing rapport, I think many people think its all about looking around the prospect’s office and/or researching them, so you have some conversation starters. While those things can help; Establishing Rapport and Credibility runs much deeper than chit chat! One of THE most neglected ways to establish rapport and credibility is … continue reading »
Do you remember that movie Groundhog Day with Bill Murray? The guy relives the same day over and over. I wonder if we might be a tad guilty of doing the same thing in sales? We start the day with the same sales routine, never changing it up. Here’s a plan that will help. We … continue reading »
Many times we look at questions solely as a way to get information but; There’s quite a bit more! Great questions allow YOU to take control of the conversation without being controlling or manipulative. Great questions jump start emotions. Emotions get prospects off the fence. Great questions lead your prospect on a path of self discovery instead … continue reading »
When and even WHERE you ask a prospect/client a question can make all the difference. Let’s start with the When! When you haven’t earned someone’s trust and you begin with questions that seem a bit forward, direct, intimate etc. There’s a good chance your prospect will become guarded! Not a great way to have a … continue reading »
Back in 2010, my wife was diagnosed with Breast Cancer (I know that wasn’t the opening statement you were expecting but please read on). We visited with a few different surgeons who pretty much asked the same questions and said the same things. Then we visited with this one surgeon who asked all the questions … continue reading »
The first month of 2018 is pretty much behind us so; I have two resources that might help in your efforts to sell more this year! I updated the on-demand section of my website. You’ll find all kinds of downloadable webinars from cold calling to emails to taking BETTER control of your deals. Please click … continue reading »
Strategically placed pauses during your needs analysis can work wonders. How? 1) The Interrupting Thing: I won’t spend too much time on this one because you’ve probably heard it a million times that pausing keeps you from interrupting. Pausing is especially helpful when you are on a phone because you don’t have the benefit of visual cues. … continue reading »
I look forward to hearing from you!
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