Tag Archives: sales process

How To Get A Bad Sales Call Back On Track

From Wikipedia, flow “is the mental state of operation in which a person performing an activity is fully immersed in a feeling of energized focus, full involvement, and enjoyment in the process of the activity.” You’ve had the experience of being in state of flow on sales calls and demos. Everything is working. You find it easy […]

What’s the Risk?

Anytime you ask a prospect to buy something, you are also asking them to assume a certain amount of risk. That risk, depending on how significant, can end up being the obstacle that keeps people from moving forward. If that’s the case, it’s important to really understand what you’re asking the client to risk and […]

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? […]

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 […]

Is There A Real Sales Opportunity or Is The Prospect Just Being Nice?

You’ve been calling on a new prospect for months, maybe longer with little to no success. You’ve been trying to get a lunch, a meeting with the decision maker, or uncover a sales opportunity, but you can’t seem to get past the front desk. Sound familiar? I’m not talking about the office with the receptionist […]