Prospecting

5 Easy Ways To Get Your Prospects To Reply To Emails

Getting prospects to reply to your emails can seem daunting. You put it all together, you give details about your products and how good they are, you make special offers, send them all off and then wait for the replies to pour in, with orders attached. Yeah, right! How can you build more chances that you’ll get replies to your…

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3 Key Phrases To Use When Gaining Commitment From Prospects

How many times have you found yourself trying to ‘close’ a prospect and you spend much of your time telling them about all the benefits, only to realise you have been doing most of the talking and the prospect has glazed over, approaching a comatose position? When trying to gain commitment from a prospect, it is always better to involve…

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What To Do When Salespeople Are No Longer Needed…

All our research is showing that, in the future, the role of the salesperson will not be to sell anything. Prospects can now research company information, reviews, feedback, and all manner of information online, so the need to have a salesperson presenting and demonstrating benefits is becoming less and less necessary. If the role is going to change so significantly,…

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5 Phrases You SHOULDN’T Use With Your Prospects

How do you build up trustworthiness before meeting with a client or prospect? Of course, you can write blogs and articles on LinkedIn, send personalised emails and refer back to previous visits. This builds credibility with prospects and gives them a reason to trust you. But this trust isn’t always earned, even when you are building the relationship. We often…

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So…How Do You Get The Prospect To Call You? (Here’s 11 Ways…)

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy from you. But what if you could make yourself the target of prospects to contact? How can you make yourself…

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NEVER Say This To A Prospect On A Sales Call…

We had a sales call at our HQ (yes, we get them too!) and one of our sales team took responsibility for it. The caller was selling marketing services and promised a free 30-minute consultancy that would highlight where our marketing was working and where it wasn’t. But she said something that made my team member realise the company hadn’t…

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Here’s Why Your Prospects Aren’t Buying From You…

This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. Let me go through the 4 reasons why your prospects don’t buy…

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How To Show The Prospect The Future’s Brighter With You

Sigmund Freud had a way with words. One of his theories was that pain can be more immediate than pleasure, leading us to become more concerned with avoidance of pain and hence paying more attention to it. Many salespeople have heard this reckoning and have identified how recognising a client’s ‘pains’ and ‘problems’ can have a big effect on the…

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6 Ways You Can Fulfil Your Prospect’s Needs

Many salespeople struggle to find the best way forward when they have to work with existing clients because they still put the emphasis on their own products and services. The more successful salespeople spend their time identifying the real needs of the businesses they are working with and creating opportunities for them to advance their businesses. This opens up chances…

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10 Quick Tips On Gaining The Ultimate Competitive Advantage

Sales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. Thinking about what has to happen for a sales consultant to be successful, one thing that naturally comes up is their ability to achieve,…

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