Tag Archives: closing new business
Every Salesperson Knows That You Can’t Always Get What You Want
I have a new prospect that contacted me from my web site. We had a terrific call in which the conversation flowed easily with lots of great questions and dialogue about their wants and needs and how I would propose to solve the problem. I followed up with a proposal and have allowed the […]
The Center of the Universe for B2B Prospecting
Do you prospect for new business? This terrific post was written by my good friend and marketing guru, Scott Hornstein. I found it to be so insightful that I wanted to share it here. Every champion of a product or service believes in their heart that their target is the CEO. They need to […]
With a Little Help From My Friends
Are you in business? If so you know how tough it can be. Sure the highs are high (there is nothing so great as winning a new piece of business after pitching your heart out) but the lows can set you reeling (5 years of doing exemplary work and the client decides they want to […]
You’ve Had Lunch, Now What?
Did you meet an interesting individual at the last networking lunch? Or, maybe you were recently introduced to someone at a neighbor’s party who could very well be a viable prospect. In these networking-focused times, you’re probably introduced to lots of people at a variety of formal networking events, informal get-togethers, and through online sources. […]
Maybe It’s Not the Sales Rep After All
As a sales trainer I go into many companies to work with their sales teams. I’m rarely called in when things are stellar but rather when there is a problem or at least a perceived problem. Sales aren’t coming in, reps aren’t prospecting, no one can close…you get the picture. Before I do anything or […]
You Just Keep Me Hanging On
http://http://youtu.be/t3bjMtqpGBw You just keep me hanging on. There isn’t a sales rep in the world that doesn’t know the feeling. I’m thinking about it. I’m meeting with my partners. We have to check the budget. Not now; maybe later. And on and on. Of course most of us “seasoned” sales reps know what to say […]
Love to Love You Baby
Donna Summer sure could show us the love couldn’t she? If you don’t believe me then have a listen! And in relationships, business included, showing the love is what it is all about. For instance: Make some fantastic introductions for folks in your network. The special part about these introductions is that they are proactive […]
Ya Never Know
Jumping out of an airplane. Swimming with sharks. Eating 2-day old sushi. All risky. Spending 20-30 minutes having a cup of coffee or a scheduled telephone call with a potential networking contact? Not risky at all. If that’s the case then why is it that so many people go to networking meetings and events […]
For Greater Sales: Hit Me With Your Best Shot
Hit me with your best shot. Networking introductions, cold calls, reconnects…how much time do you have anyway to make that all important connection and get the contact interested in hearing more? 3 seconds, 20 seconds, 1 minute…you tell me. We live in a Blink era in which people make decisions in an incredibly short amount […]