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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3 Ways On Gaining More Info Without Asking A Single Question

No doubt you have been on those sales courses that discuss asking questions to get information from prospects and customers. You may even have a suite of quality questions in your armoury that you roll out whenever you need to dig deeper and analyse the situation more closely. Often, though, the discussion can sound more like an interrogation. A few…

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How To Respond When The Prospect Asks For A Discount

No doubt you’ve often got to the point in a conversation where the issue of price has been brought up. You’ve presented the product or service and the prospect has shown interest. You’ve discussed the value you could offer and the prospect has agreed that the product is right for them. Then comes that moment many salespeople dread. The prospect…

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How To Increase Your Chances Of Losing The Sale By 400%…

I’m sure we’ve all been told how important it is to follow up on leads and get back to enquirers as soon as possible. It still baffles me why some people take days to get back to prospects that have enquired on their website. For example, one of my team sent an email to a car dealership enquiring about a…

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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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