Telesales & Prospecting

Prospecting Skills: How To Differentiate Between Wants & Needs

I went to lunch with a client  a week ago and they insisted we go to a very specific restaurant not far from his office, but still a brisk ten-minute walk. We passed several buzzing and vibrant restaurants on the…

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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…

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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…

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Use These 5 Icebreakers To Gain The Most Info From Your Prospect

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…

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The 4 Essentials For All Sales People Before That First Call Of The Day

Your sales manager will tell you many times that you need to make all your calls and get as many appointments as possible. You need to build your numbers and create more opportunities; talk to more people and follow-up your…

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Use This 23 Word Email To Shake Up Stale Deals – Infographic

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…

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4 ‘Freebies’ For Your Prospect That Generates Future Business

When you hold a door open for someone to follow you, what do they naturally say to you? When you offer someone a compliment or admiring comment, what do they normally say back? You’ll probably answer those questions with something…

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How To Improve Your Lead Engagement Process

There’s more to lead generation than just cold calling. Nowadays most companies have an inside sales team of some sorts that react to incoming calls and other engagement opportunities. In today’s world, it’s necessary for you to combine your outgoing…

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How Do You Get Inside The Mind Of Your Prospect?

You might know the theory that people are either left- or right-brain oriented. This idea separates people into categories depending on how they think. This is definitely a generalisation, as it’s not that you use only your left brain or…

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Have You Built Enough Reasons For The Prospect To Choose You?

Often, we find when with a prospect that the time has come to present a solution to their needs and wants. In the old days, we would say we are ‘going for the close’. It’s at this point that we…

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How To Deal With The “Lowest Price Wins” Prospect

You know the situation. You’ve highlighted the value of your products and services and done everything possible to help the prospect see the benefits of dealing with you. And yet you still get the response that you’ll have to do…

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Here’s A Great Way To Get Your Clients To Open Your Emails…

When we do buyers’ surveys, it is interesting to note how many people tell us that they are overwhelmed at work. The amount of work they have to do has increased exponentially and you’ve seen and read those articles saying…

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