Thoughtful Thursdays – What are you really selling?
Do you ever think about what you are selling? When I ask my clients what they are selling the answer invariably involves a description of the products and services that they are offering. This is a good response… Read More
Thoughtful Thursdays – Getting past the gatekeeper
When a sales person tells me they are having trouble getting past the gatekeeper, the topic of conversation inevitably shifts to pre-call planning and preparation. Today’s thought is about changing “getting past the gatekeeper” to “working… Read More
Thoughtful Thursdays – Voicemail
Today’s thought is concise and to the point. If a sales call is important enough to make in the first place, then it is important enough to leave a voice message. In other words, if… Read More
Thoughtful Thursdays – Confirming prospect commitment
Today’s thought about confirming prospect commitment speaks to subjects including sales process and shortening the sales cycle. When I speak of prospect commitment I am referring to point in a sales cycle where you confirm that your… Read More
Thoughtful Thursdays – Do you use all your sales tools?
All sales professionals have any number of sales tools they can employ to satisfy their customer’s needs. Some are physical entities such as samples and point of sale displays. Other tools are in the form… Read More