Referrals are the lifeblood for any sales person. Referrals are the holy grail of prospecting! Then why are most salespeople literally afraid of asking for one? Here are a few ideas to help you get over your fear. First, ask at the right time. It’s easier when you have fixed a problem for one of… Continue reading Referrals
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… Continue reading Follow up
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… Continue reading Don’t get in your own way
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… Continue reading If you don’t know, ask. And ask again and again…..
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… Continue reading It’s not about you
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… Continue reading Own your mistakes
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… Continue reading Look far down the runway