After almost 2 months of working from home, I think it’s safe to say that we miss the human to human interaction we once had, more specifically; Those little conversations we’d all have on the Starbucks line, in the elevator, or how about with our coworkers in the break room? How about those conversations we … continue reading »
Little by little, U.S. businesses are starting to reopen and; Even though there is still a ways to go before certain businesses, in certain regions, can reopen; It’s started and that means that you absolutely need to change your prospecting cadence. How? For starters, those of you who felt it was inappropriate to prospect during … continue reading »
We focus way too much on the symptoms rather than the cause of phone objections! The symptoms being the actual objections and the cause, well that’s what I want to talk to you about today. There are many things that increase the probability of a phone objection, here’s a partial list to help you raise … continue reading »
If you’ve been looking for a few fresh prospecting ideas for prospecting during Covid-19. If you’ve been struggling with WHAT to say at a time like this. If you’d like to provide value during these challenging times WITHOUT giving away the proverbial store, and; You’d really like to get in front of MORE opportunities! You … continue reading »
These are truly interesting times for sales reps! You have those who are carpet bombing the sh*t out of their prospects with sales messaging and; You have those who have tapped out and gone into hibernation because they feel this is the wrong time to sell. Needless to say, both of these extremes will hurt … continue reading »
Prospecting isn’t the easiest thing right now, and it’s actually worse if; You haven’t changed your message as well as your tactics, but; I get it; Many of you don’t really know how to do that and/or; You’ve been trying your best with a “trial and error” approach and yet; You’re still struggling! Might be … continue reading »
In an ideal world, you and I would call a potential client and they would gladly agree to meet with us. In the REAL world, potential clients utilize stalls (“Call me back next month” “Send me your info” etc) as well as objections. Here are 4 ways to get better at AVOIDING objections as well … continue reading »
In Session 2 of my Prospecting In The Weeks Ahead Program I had everyone complete an assignment that I’d like for you to do as well. Think about as many compelling reasons why a prospect should have a dialogue with you NOW versus AFTER Covid-19. When you get done answering that question, brainstorm it with … continue reading »
How should you prospect during a time like this? What should you say? How often should you say it? How much space should you put between attempts? How long should you continue before giving up on a prospect? What tactics can you use to get in front of MORE opportunities WITHOUT looking like a sleeze? … continue reading »
Prospects judge us! Not once; Not twice . . . Always! They judge us more during troubling times! Why? Several reasons! For starters, some of them have more time on their hands and they are visiting their social networks more frequently. Hopefully they see things that underscore how you ideally want to be perceived. Or … continue reading »
I look forward to hearing from you!
Website Design by VanHove Design
