Articles
How to successfully engage more prospects by no-excuse prospecting strategies
Who is this blog for: 1) Any salesperson who needs to get in front of more prospects consistently. 2) Sales managers who have people on their teams who are not prospecting and converting. 3) For the salesperson ready to own up to their true potential. Excuses are rationalizations we make to ourselves about prospects, prospecting […]
How to stop getting counterfeit “yeses” from prospects.
Sam had fascinating first meetings with prospects. He was high on the conversation and left feeling “positive” – mission accomplished. However, he had excessive no-shows to his second appointments or aggravating last-minute cancellations. He was getting the counterfeit, yes. Sam invested in an ECHO listening assessment and soon discovered that he was listening to FIX […]
Do you gloss over what prospects say, and it comes back to haunt you later?
Let’s admit that getting in front of qualified prospects can be challenging. So, why in the world are many salespeople so ill-prepared? I am noticing that most salespeople lack curiosity and courage when talking with prospects. How often do we have to blow it to learn its time to uplevel our skills? The average salesperson […]
What does it take for a prospect to trust you?
As a Certified Conversational Intelligence Coach, the image of trust says it all. When prospects first meet a salesperson, they are often in self-protect mode. We have all been exposed to a wholly self-centric and opportunistic salesperson. How did we react? Those days of old-school selling techniques are over. It is time for salespeople to […]
The importance of listening in Sales
THE IMPORTANCE OF LISTENING IN SALES Did you know that effective communication can be a secret weapon to closing more sales? Communication between sales reps and prospects has always been strained, but below, we can see just how different their respective expectations are. There is a significant gap between what prospects and salespeople want to […]
How many prospects are stuck in your sales process?
Several of my clients have recently told me, “I have prospects stuck in my sales process who are not moving forward.” Seasoned sales pros admit only 30% of their warm prospects will ever become clients, making your ability to move them through your sales process vital to your continued success. So how do you move […]
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