- Pain or Pleasure…does it really matter?
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written on December 15, 2011
by Tom Scully
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Prospecting
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When you first meet with a new prospect, how do you position your product or service? How do you characterize its various features, functions, and advantages?
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- I Need More Time
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written on November 28, 2011
by Tom Scully
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Prospecting
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A major frustration for salespeople is dealing with prospects that can’t seem to make a decision. Perhaps the biggest of those frustrations is struggling with prospects who indicate the desire to make a decision (and to do so by a certain date), but when the date rolls around, they invariably need more time.
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- Keep It Moving!
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written on October 13, 2011
by Tom Scully
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Prospecting
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But in reality, the prospect starting from the negative position can be easier to sell than someone who’s neutral.
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- Pain Relief - The Motivating Force Behind Sales
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written on September 07, 2011
by Tom Scully
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Prospecting
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Psychologists tell us that while there are five major buying motives (pain, fear, present pleasure, future pleasure and interest or curiosity), by far the most common reason people buy is pain. Something is wrong in their personal or business lives that they want fixed and they are prepared to pay to fix it.
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- End Every Sales Call with a Clear Result
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written on June 06, 2011
by Tom Scully
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Prospecting
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Have you ever left a meeting thinking you had the sale in the bad, only to find out later that you didn’t? This usually occurs because the salesperson allows the prospect to end the call on an unclear note.
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- Do You Have a Prospecting Plan?
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written on May 12, 2011
by Tom Scully
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Prospecting
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Ask salespeople to describe their prospecting plans and most will describe a medley of activities which often include: a little networking now and then, asking for referrals from time to time, following up with the leads generated by the marketing department, and “touching base” with former clients. But, the last thing you’re likely to hear is an actual PLAN – a step-by-step process for identifying and contacting prospects on a consistent basis.
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- 8 Strategies to Increase Sales Revenue Growth
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written on October 25, 2010
by Dennis Sommer
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Prospecting
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Increasing sales revenue growth in today’s challenging economy is not easy. These 8 sales growth strategies are simple and proven tactics used by sales top performers to improve their business performance.
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- Sales Growth Improvement Using Proprietary Products
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written on July 22, 2010
by Dennis Sommer
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Prospecting
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- Selling in a Tough Economy
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written on October 05, 2009
by Steve Krisfalusy
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Prospecting
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- Leaders Hunting for Sales
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written on June 16, 2009
by Steve Krisfalusy
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Prospecting
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- Selling in a Tough Economy Part Three
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written on April 07, 2009
by Steve Krisfalusy
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Prospecting
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- Selling in a Tough Economy Part Two
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written on March 30, 2009
by Steve Krisfalusy
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Prospecting
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- Selling in a Tough Economy Part One
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written on March 23, 2009
by Steve Krisfalusy
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Prospecting
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- Human Resources Enhancing your companies greatest Asset Your People at NO Cost
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written on January 20, 2009
by Steve Krisfalusy
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Prospecting
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- Weeding Out the Wheat From the Chaff Review Methods
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written on January 20, 2009
by Steve Krisfalusy
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Prospecting
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- Marketing by Prospecting
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written on December 18, 2008
by Bill Truax
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Prospecting
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- We Are All Subject to The Law Of the Hierarchy of Habits
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written on December 16, 2008
by Bill Truax
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Prospecting
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- Start Planning Now
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written on December 11, 2008
by Bill Truax
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Prospecting
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- Field Sales Prospecting Just Do It
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written on December 10, 2008
by Bill Truax
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Prospecting
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- Sales People are Cowards
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written on December 03, 2008
by Bill Truax
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Prospecting
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- It is Easier to Increase Sales than to Cut Costs
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written on December 02, 2008
by Bill Truax
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Prospecting
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- Prospecting Your Future is Dependent on Your Present
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written on December 02, 2008
by Bill Truax
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Prospecting
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- Sales Management and Leadership They arent the same
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written on December 02, 2008
by Bill Truax
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Prospecting
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