There’s something wrong with a sales process when a sales manager sees a prospect sitting on a prospect list month after month and there’s never a sale. The reason is the manager is asking the wrong questions and the salesperson is reporting history, not creating the future. Here are the questions that sales managers should be asking. Why should the customer buy? The first … [Read more...]
Archives for April 2015
A Quick Way to Lose a Sale
Not too many things surprise me. This one did. Here is one of the fastest ways to lose a sale and I’ll bet this salesperson didn’t even notice. I was at a business lunch this week where the presenter was talking about her business. She developed business presentations for companies. She showed her work and it looked very impressive. Her work product was professional, … [Read more...]
How To Prepare for Your Next Prospecting Call
Is it easy to prospect? No. Can you get better prospecting results? Absolutely. You are more likely to get the results you want when you think strategically about your next prospecting telephone call. What do you want to happen? Set your objective. You first have to know what result you want from the call in order to plan your call. One possible outcome is to get your prospect … [Read more...]
Are women discriminated at work?
I was surprised recently and I’m not often surprised about what goes on in business. Just imagine you were working in an organization and you were being discriminated against. Only you didn’t know it. Here’s what shocked me so it hopefully won’t happen to you. I was meeting with a prospect. He mentioned that the ways that men disenfranchise women at work are subtle. He told … [Read more...]