Blogs

Closing tends to be the most expected event in the sales process for management, sales, and prospects. While stressful, it needs to be done with care and professionalism. Your responsibility is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion where both parties (more…)

Referral prospecting is one of the most efficient, and least frustrating, of all sales methods. It is a closing activity that needs to be practiced, rehearsed and tracked for efficiency. Typically, you spend more time selling than prospecting. To begin, you go through your list of contacts. Many of your (more…)

All of us negotiate. We make some deals and some we miss out on completely. Sometimes we achieve more than anticipated; other times we leave a lot on the table. My approach to negotiations is not simplistic. Situations do vary, people vary, competitive pressures vary, etc. You cannot take a (more…)

In qualifying the prospect, the Fact Finder uncovered key areas that need to be further articulated and explored. The result of doing a sales presentation then is to help the prospect articulate those needs and provide them with information from which they can make a purchasing decision. The presentation should (more…)

Your priorities have not changed. You need to transform your business processes, boost your revenue, improve your customer intimacy and foster the work of your entire organization. It is an old-school view that some companies are innovators and others are followers. No business manager should dictate the terms of the (more…)

Do you go blindly “into that good night” without a plan? Have you done the basic things to insure your success? Do you have insight into what’s going on with your sales activities? Do you generate sufficient demand to help drive your sales? Before you take to “unknown waters,” check (more…)

Your goal should be to look for sales opportunities. So, qualifying is about looking for ways to expand your client base, not limit it. What is a qualified prospect? -They recognize a problem exists. -They are motivated to solve problems. -They feel that your product or solution will solve their (more…)