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Articles tagged with: prospecting

Do you want to make a sale? or an appointment?
Monday, 10 Feb, 2014
Do you want to make a sale? or an appointment?

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%…

Selling for the banking industry
Friday, 28 Jan, 2011
Selling for the banking industry

Banks sell very similar products. Of course each bank has its own special sauce, but overall, the products are similar-enough to lull prospective buyers into believing that it doesn’t matter which bank they buy from, or which solution they choose.
PROBLEMS SELLING A BANKING SOLUTION
Bankers therefore encounter a few problems when selling: if solutions seem the same, how […]

Influencer and a decision maker: what’s the difference?
Friday, 17 Dec, 2010
Influencer and a decision maker: what’s the difference?

When I hear sellers say, “He’s just the influencer, not the decision maker,” I get curious. What’s the difference?
If you consider the tech manager an influencer, but the solution won’t be purchased if s/he says ‘no’, this person is a decision maker.
If you don’t consider the gatekeeper at all, and s/he won’t let you in, […]

Seeking appointments is costing you sales
Monday, 14 Jun, 2010
Seeking appointments is costing you sales

Do you have any idea why you try to get an appointment with a prospect – as your first priority? Let me guess:

you believe that eye-to-eye contact will give you a better chance at a relationship, i.e. they will like you, and want to buy from you;
you’ll be able to understand better what is going […]

A Case Study In Buying Facilitation®
Monday, 17 Aug, 2009
A Case Study In Buying Facilitation®

I’m at a client site this week (Good Practice), teaching them how to become decision facilitators.  As part of their training, I sit with each of them as they learn to make the phone their friend, and practice Buying Facilitation™ on cold calls.
These sales folks are long-term professionals, responsible for millions of dollars of business annually. Yet they are discovering wholly […]