Archive for the ‘Thoughtful Thursdays’ Category
Thoughtful Thursdays – Selling to the performer
In previous posts I have noted that the ability to quickly assess character is one very helpful skill that can help shorten your sales cycle. Once you have identified your prospects personality type you can adjust your approach accordingly…. Read More
Thoughtful Thursdays – Two very different experiences
Today’s thought was inspired by two customer service experiences with the same business resulting in very different results. It involved a business that is launching what looks to be a very useful communications product. Thumbs up: I became aware… Read More
Thoughtful Thursdays – Recognize your prospects hot buttons
It is safe to say that if you offend or otherwise put off your prospect, the chances of making a sale can be significantly diminished. In the best case it will lengthen your sales cycle…. Read More
Thoughtful Thursdays – Do the math…
…again and close the internal sale. A few weeks ago we talked about persistence. Today’s thought concerns my persistent view about leaving your money on the table and is directed for the most part to new business… Read More
Thoughtful Thursdays – Tracking your sales targets
Today’s thought came to light after taking the time to analyze information gathered from client meetings ove the past several years. In my business to business sales experience, high performers are typically working on several targets… Read More