prospecting

Change The Point of Competition to Control The Sale

Sales Coach

Do you position competition for your prospects, as part of your sales strategy? If so how do you that, and does it work for you? Do you focus on major differentiators or those minor points the others won’t think relevant? In the good old days we were always told not to say anything bad about [...]

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Blogging for Your Business

Internet Enabled Business

Learning to blog for a business can appear a daunting prospect. It certainly did the first time somebody suggested it to me. What would I write about? Who would be interested. How would they find my stuff? And anyway school was a long time ago. Maybe my command of the language isn’t all it needs [...]

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Engaged Customers Lead the Deal

Sales Coach

The customer in buying mode will tell us how to sell the deal. Once s/he’s decided who to buy from it’s really a question of following her lead. In the third of the three emotional states the prospect coaches us. Our challenge is making sure we don’t mess up, losing the deal and the prospect [...]

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Managing the Difficult Prospect

Sales Coach

The Difficult Prospect – we’ve all got them. We can’t deal with them, and can’t make a living without them. Are there strategies we can use to control the conversation with the deals we can win? Are there tactics we can use to close or kill the ones we can’t? What’s a poor sales guy [...]

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Is Your Business Joined Up

Front Office Box

Is your business joined up? Daft question really because smaller businesses have to be joined up. That’s the only way they can work. The question would be better as are your systems joined up? And that’s a different matter. Does your system seamlessly progress from suspect to cash? Or do you have to fill in [...]

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The Worst Mistake When Selling

Sales Coach

We all make mistakes. Admitting that isn’t something we’ll relish but it’s important. Otherwise we can’t improve. Which are the biggest mistakes you make when selling? Here are mine I can be overbearing, especially when things aren’t going my way. I can be hectoring when the prospect isn’t listening. I can be dismissive when the [...]

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The Worst Problem When Selling

Sales Qualification

My worst problem when selling is prospects who won’t close deals. That’s why I’l work like crazy getting the sales qualification and process right for each sale. Selling can be a lot of fun. It can also be a pain in the ass. Some people claim they enjoy the thrill of the hunt, the chase [...]

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