The simple answer to why decision makers hate cold calls is cold calls are one of the biggest time wasters for them. Decision makers hate cold calls and have no interest in taking your call because all you do is waste their time. Period. Now, you don’t see it the same way. You believe you
After graduating from the University of Florida with a degree in Finance, one of my options was to pursue a career in banking. I never really saw myself working in a bank, so I went into sales. To get hired, I suppose it was necessary to have a decent personality, but you didn’t need any
The beginning of the calendar year is a great time to look forward to some very exciting new sales opportunities. It’s also a great time to be retrospective, and look in the rear-view mirror, in order to resurrect some very exciting old opportunities. Not every prospect is ready to buy (or even engage) on the
Weak economy? Slower sales? Worried about 2009? Yes, the economy is much weaker than at this time last year. And, yes, sales are harder to come by now than they have been in a long time. Nevertheless, these conditions don’t mean you have to fret or resign yourself to struggling through 2009. Instead of fretting,
As you start the New Year, Colleen Francis shares a few questions you should be asking yourself to give you a clear focus of the areas and goals where you are committed to improving, and to help make sure that this year is your best year ever.
We’ve all had that great prospect–the one that invites you in to his office, tells you all about the issues he has, expresses hope that you can help him, pays you what you ask, and faxes in the PO. Wouldn’t it be great if they were all like that. We’ll call that the ideal prospect.
Referrals are touted as being the best prospecting tool in any salesperson’s toolbox. But how do you successfully ask for referrals and what are some mistakes to avoid? Paul McCord shares 10 examples!
When I scanned through my inbox, I saw a name I didn’t recognize. Like most people, I’m hesitant to open emails from strangers. The subject line, however, gave no indication that it was spam. In fact, it actually caught my attention because it dealt with a topic near-and-dear to my heart. Subject: Prospecting Technique |
How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch. Sales Territory Planning Activities: Meet Your Current Customers If you manage a sales territory that has existing customers, your first priority should be to introduce
It’s easy for prospective clients to get so caught up in life’s day-to-day obligations that they miss the big picture, pushing aside major ongoing problems for the moment.
But moments become hours, hours become days, days become years…and the customer’s problems remain unsolved, buried in the quicksand of daily minutiae, smothering their business. Good open ended questions highlight your client’s problems, creating a sense of urgency that hauls her out of that quicksand, forcing her to step back and take a long, hard look at that big picture.
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