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 things like laundry or dishes might even come first. If prospecting is something […]
Continue readingWhat’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 is looking to “qualify” the prospect as someone they might try to sell to. In this case the […]
Continue readingUnfortunately, we live in a modern culture that does not emphasize personal responsibility. The result is an epidemic of excuse making. It is not my fault is the prevailing attitude of the masses. The sales manager is charged with the responsibility of setting proper expectations, developing systems to track and record sales activities and results […]
Continue reading