Prospecting

“I Can’t Get My Prospects To Return My Calls!”

It’s one of the biggest complaints we hear in our sales programmes. “My prospect won’t return my call!” Of course, it’s the prospect who’s missing out, isn’t it? It’s the prospect who should be doing the work isn’t it? It’s the prospect who should be picking up the phone after you’ve left your message and begging you to come and…

Read More

7 Key Ways To Become Excellent At Prospecting

How do you feel when your manager asks you to do more prospecting? Do you jump with glee at the thought of making several hundred more cold calls? Or do you close your eyes, utter a deep sigh and think ‘why did I choose this profession?’ It’s probably something in between those two extremes, but it’s not difficult to see…

Read More

A Quick Look Into Prospecting With LinkedIn

Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile. But recruitment is not the only service LinkedIn can provide and as a business…

Read More

Know The Prospective Buyer

Know The Prospective Buyer Understanding and dealing with different personality types Buyer Traits While every person is different, you will find that most prospective customers fit into certain categories. We will examine how to recognise each one, and then provide tips on how to deal with them. These tips, of course, are not concrete rules that apply to every personality…

Read More

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…

Read More

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…

Read More

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,…

Read More

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…

Read More

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…

Read More

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…

Read More