How to Prospect Like You Mean It – Using Target Profiles
Can you quickly describe your target prospects in less than 50 words? So a new rep would know exactly who to sell and where – today? Target prospects are the ones you want today – [...]
Stop Wasting Sales Time & Qualify Prospects with 2 Questions
How often do you waste time on a prospect that is really a suspect? That’s time lost with as much chance for a sale as a snowball on the sun. You can’t chase every suspect you come [...]
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 [...]
The Point of Perfect Prospects
Some suspects become prospects -and- some prospects become customers. But attaining customerhood isn’t the end. Not all customers are created equal. Some are toxic, some dribble in revenue [...]
Voice of the Customer in the Buying Cycle
A common sales issue facing service contractors is: “Why aren’t customers more (open / responsive / interested / curious / concerned) about how to improve their service?” To [...]
