Category: Targeting/Prospecting/Networking

How to Start Your First Conversation With A Prospect

How do you usually strike up a conversation with a prospect? If you’ve never given it much thought, it’s definitely time to come up with a standard practice.

Are You Committed to be a Sales Crusader

Is your sales income what it should be? Want to double it?

Will you take the red pill? Or the blue pill?

In sales, we’re often shackled by habit and the same ways of thinking about our everyday activities. How we approach prospecting is a prime example.

The Best Way to “Wing It” When Prospecting

It’s always impressive to watch a gifted speaker in action. If you lack this trait, don’t worry. Here’s how you can develop this skill which is so necessary in sales.

Elements of a Cold Call That Can Make Them Hot

Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call.

How Effective is Your Presentation Style?

What’s your go-to presentation style? Is it really working out for you as well as another style could be?

Feel Awkward At Networking Events? Try These 3 Tips

Some salespeople love networking events while others loathe them. Either way, networking is a must for those in sales. There are ways to feel a little less awkward, though.

Prospect Work With a Competitor? These Questions Could Change Their Mind

“Sorry, we currently work with…” Sound familiar? It’s a common response prospects give when salespeople call on them. The thing is, this isn’t the roadblock you may think it is.

What You Need To Know To Get Your Sales Calls Answered

Calls are the most direct way to reach a prospect. And, even if you get sent to voicemail, you know your message will be heard. But, just like everything in sales, though, there is an art to the phone call.

What NOT To Do In Sales

Sales articles typically dole out “to-do” tips to reps hoping to close more deals. But, what should reps NOT do if they want to make sales?

Easiest Way to Make a Sale? Top-down selling!

What does the Guggenheim Museum (a classic modern art museum in NYC in a building designed by Frank Lloyd Wright) have to do with sales success? They recommend you start at the top.

Need More Referrals? Read This!

Are you making the most of your network? If you aren’t bringing in referrals often, then maybe you aren’t using your network to its full potential.

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