During a recent workshop I described how we sales people need to constantly work to be perceived as our prospect’s equals. What do I mean? Here are three examples where we are equals, but not necessarily perceived as equals: Like…
Blog Archives
Are You Giving Good Phone?
Do you give good phone? Today, I called a stranger to buy football tickets. I had found the nice lady on the other end of the phone through her craigslist “for sale” posting. She had suggested in her listing that interested…
Take Control + Adult Language = Higher Batting Average
A friend of mine, Let’s call him Joe, asked me to get together with him for breakfast last week. I had a feeling this was going to be a coaching breakfast. I know Joe through another business contact and talking…
Valentine’s Day and Prospecting
With Valentine’s Day right around the corner, it seems appropriate to take a fresh look at prospecting. After all, isn’t it sales and marketing’s constant function to ask others, “Will you be my Valentine?” The Valentine’s Day-Prospecting love connection light…
Tagged with: alignment, buyer, conversation, prospecting, prospects, trust
Posted in Building Trust, Prospecting, Sales Messaging, Sales Process, Tools
Posted in Building Trust, Prospecting, Sales Messaging, Sales Process, Tools
Secret to His Success
Web browsing is awesome. I am currently evaluating whether to move away from a laptop running windows to a new MacBook. While researching how to switch over without losing productivity and gobs of time, I stumbled on an insightful post…
Tagged with: conversation, email, letter, pipeline, prospect, recap, sales
Posted in Building Trust, Sales Messaging, Tools
Posted in Building Trust, Sales Messaging, Tools
