Monthly Archives: November 2014

27 11, 2014

Selling is not About Performing Magic and Manipulation (Part II)

By |2019-03-20T04:51:42+00:00November 27, 2014|Sales Coaching, Sales Prospecting, Sales Tips|0 Comments

  Step 2: Pre-qualify everybody Once you know what your ideal prospect looks like, you will only want to spend most of your valuable time pursuing and meeting these individuals. In order to help you to do that, you will need to pre-qualify everybody. This refers to making a quick assessment to determine if the [...]

26 11, 2014

Selling is not About Performing Magic and Manipulation (Part I)

By |2019-03-20T04:51:42+00:00November 26, 2014|Sales Coaching, Sales Prospecting, Sales Tips|0 Comments

When some people think about the act of selling something, they often think that the sales person is going through a process of convincing the prospect to buy what they have to offer - that they are “talking them into it”. With this frame of mind, the belief is created that the best sales people [...]

21 11, 2014

“I don’t need to use a cold call script.”

By |2019-06-17T10:24:02+00:00November 21, 2014|Cold Call Script, Cold Calling, Inside Sales, Sales Pitch, Sales Prospecting, Sales Scripts, Sales Training, Telemarketing, Telesales|0 Comments

“I don’t need to use a cold call script” is what a lot of sales people will say or think when the subject of a cold call script s mentioned. And when someone says this, it is usually because they either think that scripts are for junior sales people or for those that work more [...]

16 11, 2014

How to Have “Business Conversations” When Sales Prospecting (Part II)

By |2019-03-20T04:51:43+00:00November 16, 2014|Communicating Value, Sales Prospecting, Sales Tips|0 Comments

  How to have the RIGHT kind of business conversations We just pointed out why it might not be advantageous to have "general" business conversations when . What you want to do instead is have business conversations that are centered around the area where you can help. For example, if you provide services around employee [...]

15 11, 2014

How to Have “Business Conversations” When Sales Prospecting (Part I)

By |2019-03-20T04:51:43+00:00November 15, 2014|Communicating Value, Sales Prospecting, Sales Tips|0 Comments

There was a point in my sales career where I sold enterprise software and the message coming down from my management was to have “business conversations” when you are . This was actually a really good directive from the top as what they were saying was to get away talking about products and features and [...]

12 11, 2014

10 Powerful Sales Questions (Part II)

By |2019-03-20T04:51:43+00:00November 12, 2014|Qualifying Prospects, Sales Prospecting, Sales Tips|0 Comments

Here are ten that will could immediately improve your sales results. These simple questions can help you to extract key details and that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close. 6. What do you want to do next? It can be common for sales [...]

11 11, 2014

10 Powerful Sales Questions (Part I)

By |2019-03-20T04:51:44+00:00November 11, 2014|Qualifying Prospects, Sales Prospecting, Sales Tips|0 Comments

Here are ten that will could immediately improve your sales results. These simple questions can help you to extract key details and that will help you to better qualify prospects leading to a healthier pipeline of deals that are easier to close. 1. Why are you looking to make a change? If you are talking [...]

9 11, 2014

5 Gaps with Common Sales Training Programs (Part II)

By |2019-03-20T04:51:44+00:00November 9, 2014|Sales Training|0 Comments

While working for seven different companies, I had the experience of going through many different   programs. There were training programs I had to go through as a new hire and then also many recurring and annual training programs. Based on my experience, I believe there are 5 significant gaps in the training that most companies [...]

8 11, 2014

5 Gaps with Common Sales Training Programs (Part I)

By |2019-03-20T04:51:44+00:00November 8, 2014|Sales Training|0 Comments

During my sales career, I had the experience of going through many different   programs. There were training programs I had to go through as a new hire and then also many recurring and annual training programs. Based on my experience, I believe there are 5 significant gaps in the training that most companies provide to [...]

1 11, 2014

Two Tips that Will Make You a Better Closer

By |2019-03-20T04:51:44+00:00November 1, 2014|Uncategorized|0 Comments

The most common thing that sales people want to improve is to get better at . They often want to know what they can do or change to become a better closer. The interesting thing here is that closing should actually be one of the easiest steps in your sales process. If you do the [...]