Basics of Sales 14: Prospects Going Cold
We have talked about positive signs that a prospect is generally interested and ways in which you might put them off, so what should you do when a prospect seems to be going cold that once you had hopes for? You’re Not That Important There are a thousand good reasons why your prospect may have […]
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 10: The Internet
Now that I’ve focused on phoning people, there is the ever tangled web of selling through the internet to tackle. Every Medium Matters Not only was this the excellent slogan of my company (so don’t you go stealing it!) It’s an essential lesson with your sales efforts. Some areas lend themselves more to cold calling, […]
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 […]
