Jill Konrath

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:

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.

"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.

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?

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.

Today Kendra Lee, author of Selling Against the Goal and CEO of KLA Group, knows what it takes to rapidly break into new accounts or penetrate new territories. She also works with sales reps all the time who are making this fatal mistake that's hurting their ability to get more sales.

Today Colleen Francis, CEO of Engage Selling, shares a story about a call she recently received from a sales guy who was hoping she'd turn into a hot prospect for his services. Unfortunately, he made a fatal mistake that was impossible to recover from.  

Today's article is by Andrea Waltz, co-author of Go for No! Yes is the Destination, No is How You Get There. She teaches salespeople how to remove the one major roadblock standing in their way to success -- how they respond to the word NO!