Blog
Why Did the Prospect Contact Your Company?
What is the very first question you would ask a prospective client that made the initial contact? Well, prior to asking this question start by asking yourself what you really want to know about this prospect. The key when making first contact is to be really...
Sell More by Discovering Interest Before You Attempt to Qualify the Prospect.
Salespeople work exceptionally hard at prospecting and attempting to qualify the right prospects. This quest for the right client, the time it takes to find them and the stress involved in making that first contact, is the reason why selling can be so difficult for so...
Understanding How Your Prospect Thinks is Vital to Increasing Your Closing Percentage
When talking with salespeople I'm always amazed at the fact that most believe that they “know” why their prospect should buy their product or service. In discussing this further I have found that this is not based on any real understanding of the individual prospect,...
Handling the Price Objection
Is Price a Valid Objection? 1. First, write down all the places you have heard that pricing is a concern or that you should lower your price to get a deal. These could be articles on the web, your uncle George or the news. Consider whether or not the purpose of these...
Handling the Prospect Who Says “I need to think about it”
Creating Urgency to Speed Up the Sale
1. As an exercise, take a look at any past sales that were supposedly completed and find any that are “stuck” in the sales department. Get the missing sales process steps on each of them completed immediately and move these completed sales out of the sales area to...