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Never answer an unasked question!

I was working with one of my sales reps yesterday on a sales opportunity.  Very common situation, very common mistake, very expensive!   The client is asking for custom work that we bill for by the hour.  So, we’re on the phone with the client and we’re estimating the potential cost for the custom work … Continue reading

Sales people don’t have to be scary!

Happy Halloween! Something you might enjoy on “the day of the dead”… Most people have a pretty negative connotation about sales people. They think of their worst ever sales experience, perhaps on a used car lot… The bad news is that lots of sales people perpetuate this myth and are intimidated by their prospects because … Continue reading

Simple steps to identifying prospects that will buy

Identifying Prospects – “You’ve got to hear 5 no’s to hear 1 yes.” is a common saying in the sales game. Its also held up as one of the most challenging aspects of sales. Some people just can’t handle that kind of rejection day in and day out… The good news is that it doesn’t … Continue reading

Fire a Prospect

Objectives – Put the sales person in control of the process and focus time on prospects that are ready to close Change the dynamics of the relationship – Customers expect the sales person to “chase” them and they take advantage of that fact.  They don’t return your calls because they know you’ll call again.  This … Continue reading

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