You call a “suspect” hoping to set an appointment and then it happens; They tell you they’re not interested or any variation of “Thanks, but no thanks”. Do you politely exit the call? Do you try to make another go at it and if so; How many “No’s” should we entertain before we politely exit … continue reading »
Sooner or later, all of us face a situation where we’ve met with a prospect, asked lots of great questions, presented some killer solutions but . . . They can’t seem to make a decision. You call them to follow up . . . No decision! You call them again . . . still no … continue reading »
So there you are minding your own business and somebody has to up and throw a price objection at you! Today . . . we’re gonna go there! I have 7 tips for you including a strong warning to avoid some of the tired rebuttals that should have been put out to pasture 30 years … continue reading »
It was the summer of ’92 and I found myself in a meeting with a “consultant”. A consultant who would still suck even if Santa brought her mad skills for Christmas! The worse part was everyone in the meeting understood that . . . except the consultant. She was using every cliché in the book … continue reading »
No that title isn’t a typo, some kind of “link bait” nor is to meant to imply that in 15 short minutes you can achieve “Prospecting Greatness”. I just thought it would be cool to offer you a series of 15 minute “workouts” to help you strengthen your prospecting muscles. The first thing you need … continue reading »
So there you are, facilitating an awesome meeting with a prospective client. You’re in your zone and things seem to be pointing towards a “YES!”. You can almost see the victory parade back at the office and you are fully prepared to tell your co workers “Don’t hate me because I’m beautiful” Perhaps even a … continue reading »
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