Salespeople are often competitive, high-strung, egotistical, outspoken and arrogant. This short list of qualities just scratches the surface of many salespeople, which is why they can be notoriously difficult to manage. Control them too much and they’ll revolt; give them …
The majority of businesses are missing the correct strategy to prepare. The sales process can be demanding, challenging and provide a variety of unexpected obstacles. However, our preparation is completely within our control. Being prepared is vital, and it’s often …
Any business that fails to acquire new customers will eventually fail. Acquiring new customers is essentially lifeblood and the pulse of business growth, so bringing new customers on board is incredibly important. In this article, I want to talk to …
People often question me on the best way of making follow-up calls when chasing quotes or proposals. I have a simple take on this, and I’m going to approach it in two ways. First, I want to let you know …
My favorite part of the sales process, and one at which I take great pleasure in succeeding, is closing the order. You’ll often hear me say that the sales process is all about control and steering your prospect through the …
Maybe you’ve heard me speak about the power of great questions during the sales process. If you haven’t, here’s the rundown: questions will eliminate the guesswork and ensure you earn the privilege to recommend your products and services. Typically, the …
Many of us receive referrals for business opportunities from our contacts and customers. For most of us, this is our preferred method of winning new customers and ideally would be the only way to do business. The reason we favor …
On my travels, people often ask me how to find more quality prospects so they can spend their time solely with people looking to invest, rather than with time-wasters. People try targeted advertising campaigns and high-volume direct mail to create …
When businesses are working to grow, this usually means they need new customers. New customers are a vital part of the growth process and possibly the most important factor in your expansion. Your existing customers will all have more value …
The world of business is a rollercoaster with plenty of ups and plenty of downs. It is a huge challenge and certainly not for everyone. However, for many, the rewards are seriously worth it. The truth of it is that …
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