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10 Ways to Get a Prospect to Respond

10 Ways to Get a Prospect to Respond

“Oh, wow, I guess they’re not interested.”  Wait! You have no idea how valuable of a prospect they are until you have the conversation with them.  Sure, you’ve made four or five calls or emails, and they’re not responding. But you have...
Prospecting Is an Outcome Game

Prospecting Is an Outcome Game

Prospecting is not about selling. It’s an outcome game.  A big reason salespeople struggle with prospecting is because they’re too busy selling the product. People don’t want to buy products. They want to buy solutions —they’re looking for...
Prospecting Is an Activity Game

Prospecting Is an Activity Game

Prospecting doesn’t just occur on its own. You have to do the work.  Prospecting is a lot like a gym membership. You can’t get a membership to the gym and expect to be in shape. You’ve got to go and work the machines, put in the reps, spend the time....
Prospecting Is a Mental Game

Prospecting Is a Mental Game

Prospecting is a game that too many salespeople have already lost because they’re mentally unprepared. I want you to be successful at prospecting, and I’m going to tell you ten things to get your head in the game.  1. Prep the day before. You can’t...
How Prospecting Rules Have Changed for 2023

How Prospecting Rules Have Changed for 2023

Are you ready for the changes this year will bring?   I’ll give you 10 things that you need to be on alert for with regards to prospecting in this new economy.  1. Engage the CEO  Does it have to be the CEO? No, but you have to be prepared to go further up the...
How to Start Selling Your Outcome

How to Start Selling Your Outcome

Stop selling your product.  The product training you’ve had is bad. Who cares what you sell, or how good you or your company thinks it is. Instead, I want you to focus 100% on selling the outcomes you allow your customer to achieve.  That’s what your customer is...