None of us have enough time in the day to get everything done, but small business owners and entrepreneurs like you are particularly pressed. You wear so many hats; there is a seemingly infinite list of tasks to accomplish each day, from providing services to clients, managing product distribution and delivery, to keeping accounting in order ... and so on. You try to fit … [Read more...] about How to Build and Maintain Relationships with Prospects
Sales Prospects
Understand the Three Types of Sales Prospects
Part of a training course I recently attended included strategies to help advisors improve their sales. The instructor asked, "What's the worst thing a prospect can say when you ask them to do business with you?" Most of the 200-plus people in the room agreed that the worst reply would be, "No, I'm not interested." But I disagree. Depending on the type of sales prospects … [Read more...] about Understand the Three Types of Sales Prospects
How to Build Trust and Rapport Quickly to Increase Sales
If you're working hard, but aren't consistently generating enough sales and getting referrals, chances are it's a matter of trust. One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of trust and rapport. Suppose you could incorporate a few simple, yet highly effective ideas into your selling process and … [Read more...] about How to Build Trust and Rapport Quickly to Increase Sales
How to Sell to Purchasing Departments
One of the most difficult parts of a salesperson's job is dealing with purchasing departments. Whether you are a new salesperson or a seasoned veteran, you likely will agree that dealing with a purchasing department can create a tremendous amount of stress for a salesperson. Unless you are truly unprepared, there's no reason for anyone to fear dealing with a purchasing … [Read more...] about How to Sell to Purchasing Departments
6 Powerful Sales Prospecting Strategies
Sales is a contact sport and prospecting for new business is the name of the game! You will never meet a salesperson that failed because they had too many prospects to talk to. For the majority of salespeople, finding new customers is without a doubt the most difficult and stressful aspect of the profession. Prospecting should be viewed more as a mindset rather than merely as … [Read more...] about 6 Powerful Sales Prospecting Strategies