Posted on Have Your Say: Leave a comment?
As a salesperson, I’m sure you’ll agree that prospecting is one of the most important tasks you can carry out. I’m sure you’ll also agree it’s one of the least-enjoyable and time-consuming tasks that you would rather forego, if you had the chance. We all recognise it for what it is…a necessary evil. But there [...]
Posted in Prospecting | Tagged How to prospect, making prospecting work, meeting prospects, prospecting tips | Leave a commentThe One Question Every Buyer Wants Answered
Posted on Have Your Say: Leave a comment?
Over the years. most trainings and development programmes for salespeople have emphasised the importance of effective processes and techniques to be able to ‘sell’ their products and services. Most salespeople want to know how to ‘open the call’ or ‘overcome objections’. The skill development has revolved around how the knowledge and experience can be built so [...]
Posted in Prospecting | Tagged buyers make decisions, modern day buyer, Questioning Skills, The Modern Buyer's Prerogative | Leave a commentWhat Should Be On Your Pre-Call Checklist?
Posted on Have Your Say: Leave a comment?
When we discuss planning and preparation with salespeople, they consistently see the need for ensuring they are ready for the call and have the confidence in their products and services. But when we dig deeper, we often see that many haven’t a robust system for ensuring they will give the prospect a good enough reason to [...]
Posted in Prospecting | Tagged pre-call checklist, prospecting for new business, sales questions for prospect | Leave a commentUnderstanding Your Prospect’s Buying Motives – Video Blog
Posted on Have Your Say: Leave a comment?
To sell to new prospects and clients you must understand their reasons for buying. What is motivating them to make this purchase? What are they going to get from it? How will it benefit them? Why do they need it? If you don’t truly understand your prospects buying motives you will find it very hard [...]
Posted in Prospecting | Tagged Buyer Types, buying motivation, why do people buy | Leave a commentIs Your Prospect Satisfied With Another Supplier? Here’s How To Change That
Posted on Have Your Say: Leave a comment?
A family friend told me recently how she had a total change in the way she viewed her job, and asked me if I could help her get back the motivation she once had. Naturally, I helped her out. But her story got me thinking about how we, as salespeople, can help prospects make changes [...]
Posted in Prospecting | Tagged grab prospects attention, propsect satisfied with someone else, sales prospecting | Leave a comment
Subscribe to the blog and receive this FREE special report
Ask Sean
WANT SOME SALES ADVICE? (click below to ask Sean a question)
