prospecting skills

3 Ways On Gaining More Info Without Asking A Single Question

Business man looking at wall

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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Use This Simple Call To Action To Shake Up Stale Deals

switcher on/off

Many times you will send a message to prospects and they will be deleted or thrown in the bin before being opened. They are simply not interested in being sold something via email or through marketing blurb. Others may open your message and read it before again throwing it away or deleting it. One technique that seems to work more…

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So,Your Point Of Contact’s Left…What Now?

many questions

I’m sure you have many clients, or even advocates, who have been doing business with you for some time. And it’s possible that you have built up a good relationship with the buyer you have been dealing with. They are good for references and testimonials. They offer help when you need it. They keep you informed proactively of changes happening…

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Prospecting Skills: How To Differentiate Between Wants & Needs

wants and needs on weigher

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 way, but he was adamant that we go to ‘his’ favourite. I had no problem with this, even with the…

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Should You Appeal To The Prospect’s Pleasure Or Pain?

angel and the devil on man shoulders

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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How Do You Decide Whether This Prospect Is Worth Your Time & Effort?

sand watch in hands

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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The Exact Time To Drop The ‘F-Bomb’ With Your Prospects

F letter

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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4 ‘Freebies’ For Your Prospect That Generates Future Business

Free Stuff Concept

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 like ‘Thank you’ or ‘That’s kind of you. I appreciate it’ This follows a social law that we habitually follow…

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