How to Network and Get Referral | Effective Sales Prospecting Training
Any time you network with other people, you can get a business lead or referral. For instance, industry associations can work as tip...
How to Disqualify Prospects & Clients | Sales Prospecting Skills Training
Ever watch David Letterman dismiss a guest on his show? He simply stands up, looks at the guest in the eye, shakes his hand and says,...
Speaking Helps Open Doors | Effective Communication Skills
A few years ago, I heard Brian Tracy say that people perceive how much you know on a subject by the way you communicate. If you write...
How to Reach Out to Decision Makers | Sales Prospecting Skills Training
When making initial contact with the people who make or influence decisions, we have two key tactics to consider before the approach: (1)...
Planning Sales Call Improves Success | Effective Sales Planning Training
Different decision influencers need to be approached in different ways. Forgetting to plan the objective of each sales contact or setting...
Understanding Influencers’ Perceptions and Values | Effective Selling Skills
People make decisions emotionally and justify them with logic. But perceptions drive the emotions. For thousands of years, the perception...
How to Overcome Rejections | Sales Prospecting Training
Rejection isn’t really rejection unless you accept it as final! Much research has shown that moving a prospect from contact to contract...
How to Turn Prospects into Clients | Effective Sales Prospecting Skills
Good marketing programs create many prospects. But all prospects do not—and should not—convert to clients. Here are ideas to help you...
How Uncovering Prospect Problems | Questioning Discoveries Selling Skills | Consultative Selling Ski
In order to sell services, a professional must have a command of all the potential problems of a prospect. Businesses hire professionals...
How Trade Shows Can Create Good Leads | Sales Prospecting Skills
Willie Sutton had the right idea. Asked why he robbed banks, the infamous bandit replied, “Because that’s where the money is.”...
How to Make an Appointment | Telesales Selling Skills Training
Why are Appointments important? Sales appointments are your opportunity to get in front of your potential customers face to face and...
How to Find Wealthy Prospects | Sales Prospecting Training
Texans call people who live the life of the rich and famous, without real wealth, “big hat, no cattle.” Take notice of the people with...
Visionaries Plan for Sales Success | Effective Sales Planning
Without plans, most individuals and firms fail at marketing before they even begin. Plans provide goals for your growth. Plans provide...
Following Up and Following Through | Consultative Selling Skills | Asia's Leading Sales Training
What is follow up? Follow up is carried out by telephone or email after an initial contact has been made with a prospective customer. You...
How to Ask Good Questions to Uncover Problems | Professional Selling Skills | Sales Training Vietnam
There is a major difference between good questions and average questions. Many sales experts advise you to ask “open-ended” questions....
