Have you ever wondered whether you were presenting too soon in the sales process? Most salespeople are guilty of the error and it can wreak havoc on your ability to close sales. Learn the three signs that you are presenting too early and then how to avoid them.
So many sales people are running around wasting their time following up on prospects that are never going to do business with them. The tragedy of it all is that they could have easily known that information in the first 30 minutes of their first interaction with the unqualified prospect. Knowing whether a prospect is […]
Most salespeople are uncomfortable with cold calls. Nobody enjoys making them. I can always identify dishonest people in a room of salespeople by asking who loves to make cold calls. Inevitably, some people will raise their hands—they’re liars. Cold calls are not fun. They are hard. No matter how good you are at making cold […]
In order to most effectively identify whether a sales lead is qualified, stop trying to qualify altogether. Huh? That doesn’t make sense… Instead of trying to qualify prospects like every other salesperson out there, change your mindset to disqualifying prospects. Your primary goal in selling from this day forth should be to disqualify those prospects […]
You know who needs your product or service more than anybody? The person that can’t afford it. Broke people are hurting more than anyone out there, but they simply don’t have the money to do anything about it. I once had a prospect for my sales training in Boston that owned a company in the […]