You’ve identified a real need and developed a reasonably solid relationship. You’ve determined that your prospect is interested in your solution. You’ve had a couple of great meetings or conversations that let the prospect move the sales process forward.
Do You Have to Be Aggressive to Make Sales?
Can prospects sense when you’re assuming too much?
Cold Calls – A New Way to Open – Cold Calling Tips to Create Openings for Real Conversation!
Most of us design our cold calling around scripts and strategies. Isnt that how weve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do the exact same thing.
Aikido and The Art of Selling
What’s your first instinct? Unlock The Game and the philosophy behind Aikido have many similarities. Traditional cold calling and selling are designed to focus only on the close by presenting — or in too many cases, pushing — your solution onto prospects, sometimes even when theyre not interested.
Are You Risking The Relationship for the Sale — And Then Losing the Sale Anyway?
Losing a sale can be disheartening, especially if you lose it for reasons you aren’t even aware of. You can risk the relationship and lose the sale, but with a different sales mindset, you don’t risk anything at all — because you can preserve the relationship, and make the sale.
3 Cold Calling Mistakes that Trigger Rejection
In the old cold calling mindset, youre taught to focus on the sale and be completely confident that what youre offering is something the other person should buy.
4 Classic Cold Calling Mistakes
Most traditional sales programs spend a lot of time focusing on overcoming objections. But these tactics only put more sales pressure on your prospect, which triggers resistance.
7 Cold Calling Secrets Even The Sales Gurus Don’t Know
Cold calling the old way is a painful struggle. Change Your Mental Objective Before You Make the Call. If youre like most people who make cold calls, youre hoping to make a sale — or at least an appointment — before you even pick up the phone. The problem is, the people you call somehow always pick up on your mindset immediately.
7 Pitfalls of Using Email to Sell
Fear of rejection. Getting blocked by gatekeepers and voicemail. I’ll just e-mail instead.” We all know how much everyone hates e-mail spam, but even so, many salespeople are still sending introductory e-mails to decisionmakers.
7 Ways to Cut Loose from Old Sales Thinking
How would your selling behaviors change if you changed your sales thinking? Old Sales Mindset Vs New Sales Mindset. Always start out with a strong sales pitch Vs Stop the sales pitch. Vs Hidden sales pressure causes rejection. Eliminate sales pressure, and youll never experience rejection. Vs Never chase prospects. If prospects challenge the value of your product or service, defend yourself and explain its value. This only creates more sales pressure.
7 Ways to Get to the Truth : When the Sale “Disappears”
Your potential client is in the market for your product or service and you’ve had a couple of good meetings. Until you’re sure you know the complete truth, you can never assume the sale.
7 Ways to Sell and Retain Your Integrity
Stop “chasing” potential clients who have no intention of buying. Avoid calling people “prospects” or even thinking about them that way. People are people, and when you label them in your language or your thoughts, you dehumanize them and the sales process. “Prospect” reinforces the notion that sales is only a “numbers game.” Train yourself to think about “potential clients” instead.