Prospecting

How to Qualify A Sales Opportunity

It’s impossible to qualify a sales opportunity if you don’t know what it actually means to do so. For too many salespeople, a qualified sales lead is someone who checks all or many of the boxes next to the criteria you’ve identified for a promising prospect. Or, a qualified sales lead is someone who was identified by your marketing department and vetted by a member of your sales force. In order to truly qualify a sales opportunity, you need to do more than review your checklist of criteria for a lead you think is qualified and dig deeper than your Read More…

Trigger Words That Engage Rather Than Dismiss Your Prospect

How many times have you gone into a meeting with a client and started the conversation by assuring the individual you didn’t want to waste their time or your own? If you’re like many sales professionals, you’ve done this more times than you can count. And if you’re like many sales reps, you’ve often walked away from a potential deal empty-handed. Have you ever wondered why so many deals fall through even though you’ve guaranteed your prospects that you weren’t going to waste their time or yours? While deals fall apart for many reasons, they often crumble simply because of Read More…

What’s Your Biggest Obstacle?

What’s standing in the way of your next closed sale? If you’re like many salespeople, you’ve heard a multitude of explanations and excuses for why clients walk away from a deal. Another vendor offers a comparable product at a lower price. The time just isn’t right to make an investment in “something new.” Based on a theoretical case study she prepared in college, your prospect’s third cousin’s wife has advised your prospect to go in a different direction. Yes, you’ve heard plenty of explanations ranging from understandable to plausible to laughable. It’s easy to follow-up with prospects and overcome their Read More…

Web Seminar: 3 Ways to Knock Out Competitor Relationships

DATE: Thursday, February 2, 2017 TIME: 11 am EST (8 am PST) LENGTH: 30 minutes Register Here What do you do when a prospect tells you, “We’re satisfied with our existing vendor relationship?” Should you… Nitpick your competitor’s weaknesses? Overwhelm prospects with a laundry list of all your best attributes (in 30 seconds or less)? Beg for an opportunity to just hear you out? Give your prospect such a low-ball price, that they’ll just have to do business with you? ABSOLUTELY NOT. Your prospect will stop listening to you. Register Now Existing vendor relationships The truth is, most prospects are not thrilled Read More…

Distributor Opportunities – Improving Dealer Relationships

improving dealer relationships

Dear Paul, I need help with improving dealer relationships? My products are sold primarily through dealers and distributors. I have a really hard time judging whether or not a dealer is going to be successful at selling my products. They all usually seem gung-ho when we first meet, but many of them seem to fade away after a few months. I am willing to spend time and energy motivating them to sell more of my products, but I am not sure how I would go about that. It isn’t like I am their manager or even a member of their team. Read More…