Nurturing Prospects

Nurturing Prospects

You have made a call or two on a prospect, qualified them, and rate them as high potential.  The problem is they don’t have an opportunity at the moment. Lots of potential, but it’s all down the road a bit.  Your challenge is to maintain contact so that when they do...
7 Ways to Build Rapport with Anyone

7 Ways to Build Rapport with Anyone

Building rapport with customers is a fundamental sales skill.  Yet, few salespeople have been trained in the specific tactics to facilitate this. Here are seven ways to build rapport with anyone. Think of it like squirting oil into gears.  Imagine some gears grinding...
8 Ways to Identify New Suspects

8 Ways to Identify New Suspects

Every sales organization, and every sales process, begins with identifying a group of suspects.  Suspects are people and organizations you suspect may one day do business with you.  They aren’t yet prospects, because you don’t know if they have a legitimate need for...
Sales Success and The Hidden Path

Sales Success and The Hidden Path

Sales Success? In my twenty plus years of educating sales people, I have encountered tens of thousands of sales people. The vast majority of them want to do better. They want the benefits of greater success: Increased income, greater respect from their peers and...
Organizing Information

Organizing Information

Best Practices #38: Maintains an organized filing system, with all the useful information readily available.   “I’m just not a very organized person.”  That’s what one of my recent seminar participants said. “You’ll never be as successful as you could be until...