Should You Appeal To The Prospect’s Pleasure Or Pain?

Very often, we ask companies to give us their marketing stance on their products and services and wait to see if they are appealing to us on a rational or emotional basis. By that, I mean do they highlight the reasons we should buy in a logical sense (our cars deliver 20% more fuel economy than competitors), or an emotional…

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3 Useful Hints For Leaving Your Prospect A Voicemail

Do you get tired of phoning clients and, instead of getting through, get their voicemail? Yes, it can be frustrating, can’t it? And when you have dozens of them in your weekly call cycle, it can be demoralising and make you wonder if it’s all worth it. So what should you do when you get through to voicemail? To leave…

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How Do You Decide Whether This Prospect Is Worth Your Time & Effort?

It’s a tough question, this one. Your prospect has gone out to tender or has asked other companies as well yours to present their solutions. They are someone you would like to work with but you’re aware the competition will undercut you or offer something of greater value than you, so you think. Is it worth competing for the business? …

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Use These 5 Icebreakers To Gain The Most Info From Your Prospect

Building sales rapport

When you have your first meeting with your new prospect, it is vital that you make a good impression, as this will create the impact that will determine the opinion of the prospect to both you and your products or services. Having witnessed quite a few initial meetings myself, it often puzzles me why salespeople don’t think this stage of…

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Use This 23 Word Email To Shake Up Stale Deals – Infographic

following stale leads

We’ve all been there before – those deals that have gone all stale and quiet. It can’t be a coincidence that every time you call the once keen prospect – they’re away from their desk, on another line or in meetings! You’ve called and emailed to the point where any more would deem you a pest! So, how do you…

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The Exact Time To Drop The ‘F-Bomb’ With Your Prospects

During my career in the finance industry, I had many occasions to discuss opportunities with prospects that centred around their investments, pensions, banking circumstances and the like. I would listen attentively as they told me what had happened in the past, how they had sometimes burned their fingers with investments and how they had made killings in other situations. It…

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4 ‘Freebies’ For Your Prospect That Generates Future Business

Free Stuff Concept

When you hold a door open for someone to follow you, what do they naturally say to you? When you offer someone a compliment or admiring comment, what do they normally say back? You’ll probably answer those questions with something like ‘Thank you’ or ‘That’s kind of you. I appreciate it’ This follows a social law that we habitually follow…

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6 Steps That Help Your Prospect Know They’ve Made The Right Decision

We’re often taught as salespeople that we have the best solution for prospect’s businesses and that we should be able to sell to everyone. If they don’t buy, then our sales managers think you haven’t tried enough or you made some errors along the way. While these ideas may be correct in some circumstances, we can only get so far…

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The 10 Questions That Will Uncover All Prospect Problems

We often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware of how our services can improve their business. But how about when the prospect doesn’t feel the need for change at the moment? What if they…

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How Do You Get Inside The Mind Of Your Prospect?

You might know the theory that people are either left- or right-brain oriented. This idea separates people into categories depending on how they think. This is definitely a generalisation, as it’s not that you use only your left brain or only your right brain; everyone uses both. It’s just that you prefer to use one side over the other. And…

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