Sales Prospecting

Sales Prospects: Why Asking The Right Questions Will Close More Sales

Asking the right questions to non-committed sales prospects will help close more sales. We've all had this happen with a new sales prospect. You’re thinking “This is it, ... Read Article.

Qualifying A Potential Sales Prospect

The Agree Clarify and Legitimize Approach is a simple but effective technique to qualify potential sales prospects. We all know the most common problem during a sales call occurs w... Read Article.

Qualifying Questions Lead To Quality Sales

You’ve been making sales calls all day, leaving countless voicemails — and finally you reach a real live person! Thirty seconds after your conversation starts, she says, “I have t... Read Article.

Get The Stuck Sale Moving

When I conduct sales training, the most common problem that comes up is the prospect who won’t make a decision. Of course, we’d all prefer prospects to say yes, but at least when they ... Read Article.

Theres A First Time For Everything: How To Handle That First Client Meeting

You’ve scheduled your first meeting with a new prospective customer! You’re hoping for “beginner’s luck,” eager to make a stellar first impression — but ... Read Article.

Warm-Up Questions For Cold Calls

It’s important to build a relationship with a customer before you start pitching your products and services. Warming them up with small talk is a nice start, but you can only milk that so far. The bottom line for prospects is: how will you eliminate my business headaches and help me profit? Read Article.

Scheduling Your Own Appointments

Even your most high-octane business solution will stall in the driveway if you can’t get through to customers who’ll truly benefit from it. This article explains different ways to put yourself in the driver’s seat and schedule your own appointments with time-crunched clients. Read Article.

Out Of The Past: Be A Sales Archeologist

Just as archeologists dig deep to learn about the world’s past history, you as a salesperson will learn plenty to help both your prospect and yourself when you ask questions about his company’s past. Everything you need to know about a customer can be found in the past, so why not spend more time there? Here’s how to delve into your prospect’s history and unearth his priorities, motives, and behaviors. Read Article.

The Neuroeconomics Of Sales: How Buyers Really Decide

Research confirms what you’ve probably suspected: Buyers are deeply irrational beings. A group of scientists from CalTech, Carnegie Mellon and MIT reviewed studies examining how peopl... Read Article.

Sales / Management Articles