Home » Archive by category "Prospecting" (PAGE 5)

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You Failed to Close Again

You failed to close the sale again. It seems to be getting more and more repetitive. You are saying all the right things, at all the right times, to all the right people. There wasn’t a thing wrong and yet, the client told you “no”. What were they thinking? What was their problem? Don’t they […]

Formulating a Meeting Plan

In order to provide the best experience for our prospects and clients (us too), we must create a plan ahead of time for each of our meetings. This includes establishing goals, a clear next step, and assignment of roles during the meeting. I would also suggest you send your prospects and clients some sort of agenda […]

I Don’t Need More Business

I hear it more often than I’d like. “I don’t need any more business” or, “I’m doing great and don’t need to add any more clients.” Are you kidding me? There are many reasons why these statements are poor for any business professional but for sake of space, I will just include a few. More business […]

You Need to Pace Yourself

As an avid Crosfitter  I am regularly striving for more. More weight, more repetitions of a specific movement, and more time cut from a workout. The longer I Crossfit, the more I understand my body and what’s it’s current limitations are. If I try for more than I am able at that time, I ruin the chances […]

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Death by Babbling

  As I entered my sales career over seventeen years ago, I was told my “gift of gab” would be of great benefit. There is some truth in that for sure. Being comfortable talking to anyone, about almost anything, has taken me a long way in building relationships with clients and colleagues. But what happens […]

The Need to Grow

Sales is a very dynamic process. Not only does it change with the times, but it changes with the industry, provider, salesperson, strategy, customer, goal, and more.   I am not sure of a better way to stay on top of the ever-changing dynamics than to be involved in continuing education, more accurately labeled “sales […]

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Make Them Tell You No

If your customer needs the product or service you are selling, there are only two possible outcomes. Either you will 1) Ask for the commitment and they will say yes, or you will 2) Ask for the commitment and they will say no. Seems pretty stinkin simple right? WRONG! It’s not simple because salespeople don’t […]

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Quit Wanting and Just Do It

Last week I read a blog post regarding wantrepreneurs. In case you don’t know, wantrepreneurs are people who want to be entrepreneurs but never really go anywhere with it, or don’t succeed at it. We live in a business economy that has produced MANY successful entrepreneurs, which means it has produced even more wantrepreneurs. It is kind of […]

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Lies

“Yes I can do that. Of course I can provide what you need.” It happens all too often. Did you even think about what you said? Did you realize what you were doing? How could you? How could you lie right to your customer’s face? If you were to take a poll and ask the question […]

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Have You Been Fasting?

Fasting is typically known as a willing act of abstinence from certain or all foods, liquids, or both. As a Christian, this word and practice is familiar to me though I do not practice it very well. If you know me, you know I love food (junk food especially). This makes fasting extremely difficult, even […]