What Keeps You From Prospecting Regularly?

What keeps you from prospecting regularly? A student in one of my classes once answered that question with “just about everything” and there was a loud laughter of recognition from the rest of the students in the class. I mean, they said…

To Qualify Or Disqualify

What's the difference between qualifying and disqualifying and how's it accomplished? I'm assuming we're talking about someone who might be interested in what you have to offer. It’s all in the mindset. Qualifying implies that the salesperson…

What To Do When The Prospect Just Wants You To Bid

Often times prospects put out a Request For Proposal and expect a response from all the "vendors" they send it to. When you receive one of these RFP's what should you do? Good question. Before we answer it let's take a look at what is happening. What…