The Secret Subtext that Motivates Prospects
There’s a communication that takes place when sellers talk with prospects. It’s implied, never spoken yet always present, just below the surface of every conversation. It’s the [...]
The Sales Conversation All Prospects Want to Hear
You’ve found a qualified prospect, you know how to reach her and you know what you want from that first conversation. You want to: Tell her your service is the best Get another meeting Find [...]
In It to Win It: 16 Sales Actions for Better Odds
These 16 sales actions improve your chances for winning contract bids during the quiet phase – the period after the first meeting and before the contract is out for bid. Work them and [...]
5 Sales Objectives in the Quiet Phase of Buying Cycles
The quiet phase of the buying cycle occurs after the first meeting with a prospect up to the moment the contract is out for bid. This phase may last 3 months or 3 years. It’s considered [...]
23 Ways to Get a First Meeting with Prospects
Getting that first meeting with prospects can feel like standing at the foot of Mt. Everest and looking up at where you have to go. It’s one of the first milestones for sellers and its one [...]
Price without Value is Meaningless
When sales reps say “buyers only look at price” they’re saying they sell a commodity. In essence they’ve given up and are rationalizing lost sales. That’s [...]
Ideal Selling #1: Perpetual New Sales
If you were to create the perfect selling machine you’d use the 10 sales attributes outlined in last week’s “Ideal Selling“. But how enlightened are we? Do sellers believe [...]
