Basics of Sales 13: Annoying Prospects
In the last few lessons we’ve covered some of the best ways to warm prospects to your sales proposition and also what is and isn’t a buying signal. Now I want to concentrate on things you may be doing to annoy prospects without even realising. Being Too Familiar No sales article is ever without that […]
Basics Of Sales 9: Scripts
Earlier in this series I talked about the importance of core messaging as something that lies behind everything you do in both sales and marketing. Nowhere is that more evident than in scripts, primarily these are employed in cold calling but also product demos and the like. Don’t Write Scripts It seems odd to write […]
Basics Of Sales 8: Cold Calls
“Not Cold Calling!” I hear you screaming. People bemoan the amount of ‘nuisance’ calls they get everyday, and its mere mention springs to mind low paid workers with long lists simply trying to get through as many numbers as possible. They perforate your quiet existence with annoying persistence and don’t seem to understand the work […]
Basics of Sales 5: Process
This is a rough guide on the sort of process you should be undergoing in your sales process. One – Research Selling something is really more about your prospect then it is about you. Spend some time researching your target online. Find a specific reason why you are contacting them and why your services […]
