Telesales & Prospecting

Why Prospects Say No

About 20 years ago there was a revolution in the sales world, one that drove many people out of selling altogether, but drove others towards earning fortunes. Before that, most prospects found out about your products and services by listening…

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Five Specific Wants That Every Prospect Has

The strange expression “Nought so queer as folk” quaintly sums up the studies of the philosophies of man from the start of time. So much water under the bridge, so many changes in history, so few securities that can be…

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How To Contact A Direct Referral

We just love those conversations where you hear the customer say ‘You know…I think such-and-such would benefit from this as well!’ That is like honey dripping from their tongue and you should grab that opportunity to ask about the person…

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Selling To Entrepreneurs: How To Make Your Company Stand Out

Ask buyers what their main decision-making criteria are and you’re bound to get a plethora of answers that revolve around the company’s goals, the saving of money, the reduction of risk, the efficiencies of running the business, and a host…

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Anticipation Can Help You Get Future Business

Today, I nearly had an accident in my car. Driving on the motorway at around 60mph in heavy traffic , I was following the car in front (at a safe distance, of course!) when I noticed the cars two or…

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Guaranteed Ways To Get Prospects To Open Your Emails

One of the biggest frustrations I hear from salespeople is the inability to get their prospects to open the emails that they send to them. Many think that just because the product they sell will change the prospect’s world for…

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Solving Prospects’ Problems The Easy Way

The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the prospect’s problems or situations. Before you make your…

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Improving Your Brand Essence In Sales

Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; isn’t the experience the customer…

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How To Target Prospects

As a salesperson, I’m sure you’ll agree that prospecting is one of the most important tasks you can carry out. I’m sure you’ll also agree it’s one of the least-enjoyable and time-consuming tasks that you would rather forego, if you…

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What Should Be On Your Pre-Call Checklist?

When  we discuss planning and preparation with salespeople, they consistently see the need for ensuring they are ready for the call and have the confidence in their products and services. But when we dig deeper, we often see that many…

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Understanding Your Prospect’s Buying Motives – Video Blog

To sell to new prospects and clients you must understand their reasons for buying. What is motivating them to make this purchase? What are they going to get from it? How will it benefit them? Why do they need it?…

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Is Your Prospect Satisfied With Another Supplier? Here’s How To Change That

A family friend told me recently how she had a total change in the way she viewed her job, and asked me if I could help her get back the motivation she once had. Naturally, I helped her out. But…

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