So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. You can have all the feelings you want, but the customer’s feelings are really what matter. Get over
Do you have goals and aspirations? That’s great, but if you don’t have an action plan to go along with them, they’re just dreams. Your action plan is the foundation of what you will achieve. Action creates achievement. What are the steps you need to
In our on-line world today, it’s easy to think that relationships aren’t as important as they used to be. I feel strongly that it’s the opposite, actually. Relationships are more important than ever, because most everything else in life has become automated. The power of
We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our time on the
How do you look at success? What tools do you use to measure success? How do you define success? When you actually live and breath sweating and sacrificing making it a constant action, you achieve real success. Do you want to be successful? Think about
Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. She knew what to do and when to do it; she just could not bring herself to actually do
Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. That will
Who are you going to show passion and focus towards today? Be passionate about helping somebody today. Help someone achieve success and you’ll achieve success. If you take your focus off yourself and focus on someone else’s needs, you’ll change your week for the better.
The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email. I’ll admit that
First off, don’t over complicate it. Your objective is first to generate interest and then get them to return your call. That’s it! Don’t think that your goal is to answer every objective or to even motivate them to immediately buy. You’re not going to
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