Prospecting

Needs & Wants Are OK, But Problems Are Even Better

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him,…

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3 Tips To Ensure You’re Selling To The Decision Maker

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an impostor! No, but maybe they are claiming to have…

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The 7 Best Phrases To Use With Your Prospects

Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a…

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5 Deadly Prospecting Mistakes

Sales people constantly ask me about prospecting techniques and methods. Yet the solution may not be techniques you need to employ, rather mistakes you need to avoid. Below are five deadly prospecting mistakes that sales people routinely make. These blunders…

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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…

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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 manager thinks you haven’t tried enough or you made some…

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The Only 4 Reasons Your Prospect Will Buy

It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think that just regurgitating a whole brochure-load of facts…

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The 1 Question Every Buyer Wants Answered

Over the years most training 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…

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“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…

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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…

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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…

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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…

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