Category Archives: Prospecting
An Easy Mistake to Avoid
As salespeople, we learn to correlate sales success with our sales process and activities. The correlation can easily lead to incorrect and costly assumptions. For example, a costly mistake is the illusion that you control the buying decision with your … Continue reading
Filed under Prospecting, Sales etips, Weekly Sales Question
Capitalism–Faster, Better, Cheaper
Price is a big deal with prospects right now as they try to cut costs. Remember that value is in the mind of the buyer not in the mind of the seller. The more value perceived, the more the prospect … Continue reading
Filed under Prospecting, Sales etips, Weekly Sales Question
Wisdom vs. Knowledge
The wolf is the symbol of ‘wisdom’ in many Native American cultures. Wikipedia defines wisdom as a deep understanding of people, things, events, or situations that enables decisions that produce optimum results. Wisdom requires control of one’s emotions, and a … Continue reading
Filed under Prospecting, Sales etips, Salespeople, Weekly Sales Question
Forecasting Sales
Replication of success and what works contributes significantly to shortening sales cycles and removing obstacles. For example, it is easy to forecast the consequences of not being prepared for emergencies, not having auto insurance or a myriad of similar situations. … Continue reading
Filed under Prospecting, Sales etips, Weekly Sales Question
Closing is the Prospect’s Choice
The prospect has the power to choose. They are the judge and jury to tell us “yes” or to tell us “no.” The problem is that it is difficult or uncomfortable for many of buyers to “fess up.” Prospects know … Continue reading
Filed under Prospecting, Sales etips, Weekly Sales Question
