[Video] Ask Prospects These Questions to Pique Their Curiosity
Why is it important to pique your prospect's curiosity? The answer is simple. It creates an opening for you to establish a relationship at the same time it positions you as an invaluable resource.
So how do you do it? Here are a couple ways:
[Video] Why You Must Be a Visible Irritant When Prospecting
Whenever I do a sales workshop, I get asked, "How often should I contact my prospects?" Salespeople want to know if once a week is too much -- or if they should wait longer before reaching out again. If this is something you're struggling with, here's a fresh perspective for you.
Are You Catching These Prospect Warning Signs?
"Yikes," I exclaimed as a godawful screeching noise filled the car. We were driving downhill on a narrow twisting road in Escalante National Park enjoying the surreal landscape. It was the first day of our long drive home.
[Video] Don't Ruin a Prospect Callback by Doing This!
Getting a prospect to return your phone calls these days is a real achievement. When that happens, you need to be at the top of your game, ready to quickly engage them in a relevant conversation.
But what happens when you have no idea who's calling?
Why I Can't Catch a Taxi -- And You Can't Sell
Several weeks ago I was in New York City doing a workshop for a client. I left early to meet with the VP of Sales before the session began. At the front desk of the hotel, when I asked for directions to the coffee shop, I discovered it was almost eight blocks away -- which was a shocker since I thought it was just around the corner.
[Video] A Surefire Way to Differentiate From Your Competitors
Your prospect is ready to make a change. They've seriously evaluated their options and narrowed it down to you and several of your toughest competitors. Follow this often overlooked, but highly effective strategy to differentiate your product/service and win the business.
3 Things I Learned About Email This Past Week
Last Friday, I sent out an email telling you that I was shutting down my Selling to Big Companies website. Within minutes, my inbox was flooded with hundreds of messages. To say I was surprised by the reaction, is an understatement.
Here are three things I discovered from that deluge -- and what they mean to you.
I'm Calling it Quits -- and Here's Why
(Note: This article was written in 2012. Obviously, I haven't quit the business entirely -- just parts of it!)