Blog | Page 2 of 136 | New School Selling

The Salesperson’s Prospecting Dilemma

The Salesperson’s Prospecting Dilemma

Today, sales people are struggling more than ever to secure quality appointments with prospects that might be ready, willing and able to do business.FACT: Sales people are most effective when they’re in front of a prospect, uncovering needs, and selling solutions to those needs.FACT: Most sales people spend hours prospecting, cold calling, attending networking events, […]

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Crises or Opportunity

Crises or Opportunity

The Chinese symbol for crisis is composed of two separate symbols that mean opportunity and danger. These two elements always exist simultaneously. They are inseparable. We hear a lot about cutbacks, layoffs, slow downs and recession. The popular press loves bad news. Why? Because bad news always sells better than good news. Those who get a […]

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Qualify or Disqualify Early

Qualify or Disqualify Early

Most salespeople operate from an entirely self-destructive paradigm. They operate with the mistaken belief that it is their job to present proposals and quotes to any potential buyer that requests that they do so. They unilaterally give proposals and quotes without requiring the buyer to make any commitments or decisions. They willingly give away free and […]

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