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 12: Buying Signals
You can sometimes spend months and even years keeping prospects warm but how can you tell when they actually will buy from you? They Get Excited! One of the most rewarding things in any sales effort is when you talk to someone who is positively enthused by your product or service. So it might be […]
Basics of Sales 11: Warming Prospects
For any multitude of reasons a prospect may not be in a position to buy from you just yet. As such it is your job to stay in front of them and keep them warm. People Buy From People. I’m always a firm believer that it’s better to let your personality shine through and not […]
Basics of Sales 1: Knowledge
I often talk about lead generation being the most important factor for any business. No matter how established you are if you don’t put effort into expanding and retaining your customer base…it won’t work out well for you! Hate Selling? I speak to an awful lot of entrepreneurs who say that they hate selling. It […]
How to Pitch 8: The Meeting
Don’t Go To Meetings Let me make it perfectly clear that if you’re going to a meeting to pitch, then this job better be worth it. I often talk about when I first started my business with bills to pay and a sick mother. It was a simple fact that I could not afford to […]
How To Pitch 5: Add Ons
We’ve talked about purpose, format and language. Now let’s talk about those add on with your pitch. I’m talking about things like FAQs, portfolios, testimonials, etc. Having a bank of these ready will save you significant time when pitching. Like Always Wants Like Attach 3 or 4 portfolio samples. Seriously we don’t need your whole […]
