Archive for the ‘Sales call planning’ Category
Thoughtful Thursdays – Finding the right person to talk to…
… can be a frustrating experience. So frustrating in fact, that some may abandon the prospect before the sales cycle even begins. On subject of abandoning a prospect, if you know the products and/or services you represent will bring… Read More
Thoughtful Thursdays – When is the best time to follow up?
Perhaps the most important and overlooked steps in any sales process is the follow up. I consider every call after the first as follow up. If you subscribe to the thought that each communication leads to… Read More
Thoughtful Thursdays – Follow the plan… oh you don’t have one?
Each sales call you make should lead to the next one, in time resulting a successful sale. When a potential customer is kind enough to give their time to meet with you, it is your responsibility… Read More
Thoughtful Thursdays – On persistence, once again
The below thought was originally posted a couple of years ago. The subject is a common one with my clients and for that reason I decided to re-publishing the story and add a few new thoughts on the… Read More
Thoughtful Thursdays – Confirming sales potential
Have you ever had difficulty confirming sales potential at a prospect? It is very important information, but is not always offered up on a platter. I will use different approaches depending on the the conversation. The direct… Read More