The Importance of Prospecting Getting salespeople in front of qualified prospects is typically the number one issue of companies. The ability of the sales force to keep the pipeline full is key to success. Without an effective prospecting system in place, the sales pipeline is weak which creates pressure to be more aggressive in selling […]
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If you have to ask the question, you are headed down the wrong track. If you give away your knowledge in a written proposal before the prospect has committed to give you a yes or no decision, you are setting yourself up to lose. Failure to do this will almost certainly produce an “I want […]
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Many of the questions I get asked by salespeople tend to be “how to” or “technique” type questions. These questions are most often the wrong questions to be asking. Why? Because only about twenty percent (20%) of sales success can be attributed to technique(s. Simply put, asking technique type questions focuses on the wrong end […]
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