Category: Outside Sales/In-person sales only

Top Tips to Score a Meeting With a Prospect

If you believe, as Ryan Warn­er does, that meet­ings fill your pipeline, you need to com­mit to a seri­ous and detailed fol­low-up sched­ule. Warn­er lays out a 10-day plan to get in front of a top prospect.

Have You Tried the 5‑P Program to Prepare for Pitches?

Infor­ma­tion is pow­er­ful. And, it can be more pow­er­ful than flashy pre­sen­ta­tions, high-priced lunch­es, or a list of big-name clients.

Use These Tips to Be a Top Networker

The most suc­cess­ful net­work­ers aren’t tak­ers. Actu­al­ly, they are givers. They also stand out by always being gra­cious and polite.

How to Stop the Slow Death of Trade Show Leads

Trade show leads can take a long time to nur­ture. To make the post of the oppor­tu­ni­ty, note who the warm leads are and make them your focus. And most impor­tant­ly, pledge ample time post-show to fol­low up.

People don’t like to be sold but they love to buy

Sales­peo­ple learn tech­niques. Sales­peo­ple learn “clos­es.” Sales­peo­ple learn sys­tems of sell­ing. And none of them are more pow­er­ful than some­one want­i­ng to buy.

Why Your Hands Should Signal 'OK' During Presentations

When you stand in front of an audi­ence, peo­ple aren’t just lis­ten­ing to you. Your body lan­guage, in par­tic­u­lar, your hand motions also com­mu­ni­cate your inten­tion.

How to Handle a Prospect who Goes Dark

A prospect may be very respon­sive at the begin­ning of a rela­tion­ship but as time goes by, the rep may find it hard­er to reach him or her–until the respons­es com­plete­ly cease. This is called ghost­ing.

Do Your Prospects See You As Likeable?

Emo­tion­al­ly intel­li­gent peo­ple eas­i­ly con­nect with oth­ers by focus­ing on a com­mon­al­i­ty. You can uncov­er a shared belief or inter­est by observ­ing what top­ics light up prospects and get them talk­ing.

Use These Creative Tricks to Boost Presentation Performance

Part of your sales process may involve mak­ing a pre­sen­ta­tion to an audi­ence made up of prospects who, at best, are neu­tral. At worst, some of these peo­ple will be hos­tile to what they think you are going to say.

How to Succeed at Team Selling

If you’re now engaged in more team sell­ing meet­ings, you’re not alone. In fact, increased team sell­ing is one of the top chal­lenges sales reps will face this year.

Three Rules for Networking Conversations

In a recent Inc. arti­cle, Min­da Zetlin shares 16 con­ver­sa­tion starters that can help the next time you need to chat up a stranger.

Tips to Ace Your Next Sales Presentation

Does every­one else in your depart­ment seem to effort­less­ly give amaz­ing pre­sen­ta­tions? This could be you, too, if you take the time to con­sid­er the sug­ges­tions Skip Prichard makes on his blog.

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