The 5 Elements Every Elevator Pitch Should Include
You never know when you’ll get a small window of time to talk to a prospect. Maybe you meet someone unexpectedly. What about when that cold call is about to hang up? In these cases,
What to Look for When Researching Prospects
We’re always talking about tools to use for research, but how should you go about actual research? Knowing what information to look for is as important as knowing where to find it. With these ways
3 Characteristics of Successful Salespeople
Salespeople come in all forms. Some are pushy. Some play hard to get. Either way, the best in sales have a charisma that seems to come naturally. They connect with prospects, gain trust quickly, and
Use These Sales Follow-Up Strategies to Replace “Just Checking In”
You’ve just met with a prospective client. The meeting went well and you gave the guy a business card, but let’s be honest. That card probably went in his pocket and will eventually wind up
How to Build Trust Over the Phone with Cold Prospects
We’ve all answered a cold call, but how many times have these interactions won us over? Much of our cold call reluctance comes from how few of these calls actually convince us to buy. I
Strong Sales Presentations: How to Leave Prospects Begging for More
You’ve made it past the cold calls into the conference room, and now it’s your time to shine. The typical slide shows with bar-graphs and pie charts don’t exactly leave your listener begging for more.
How to Set the Right Expectations So Clients Don’t Run Your Life
Think for a minute about your internet going out. If your service provider sends you an alert that your connection will be down for 2 hours, it’s inconvenient, but you can adjust. You’ll go to
Salespeople: Avoid These Email Etiquette Mistakes
How many emails do you click through in a day? 75? 100? More? Reading emails is an exercise in snap judgement. You see an email that isn’t visually appealing – trash. Another one has a
How to Manage Your Time When Your Schedule is Unpredictable
Unpredictability is part of the beauty of sales. Rather than being cooped up behind a desk, you get to drive around town and meet a variety of people in the process. Each day is different
Salespeople: How to Sell a Price Increase in Any Market
No one likes a product price increase. You don’t want to sell it. Your customer doesn’t want to pay more. Yet, rising costs are inevitable so how are you going to handle them as the
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