Tag Archives: questions

What Your Prospects Really Mean When They Say “No!”

If you sell for a living, you’re used to hearing “no.” “No, you can’t meet the decision maker.” “No, you can’t make an appointment.” “No, we don’t want to buy that.” You also know that not all “no’s” are created equal and each one can mean something slightly different. What are your prospects really saying? […]

Your Sales Trainer Only Told You Half The Story

At some point in your career, a sales trainer taught you that selling is essentially about solving problems (stopping pain) or creating opportunities (creating gain) for your prospects. Ask enough questions to better understand the prospect’s business and the gaps that exist, then sell solutions that fill said gaps. It’s a simple and logical equation […]

How To Expand Your Prospect’s “Small Thinker” Mindset

Early in my career, I worked with a colleague who had a very simple classification system for new prospects that I’d like to share. I believe it will help you better evaluate and approach opportunities in the future. After virtually every call we went on together, he would place the prospect into one of two […]