X

The Winner's Path

Get Free Updates & Resources from Keith

Free Newsletter Icon
 
 
 
*By subscribing to this newsletter, you're giving Keith a thumbs up to send you occasional resources. Don't worry, he won't share your information with anyone and will only send you awesome stuff!
 

*BY SUBSCRIBING TO THIS NEWSLETTER, YOU’RE GIVING COACHQUEST A THUMBS UP TO SEND YOU OCCASIONAL RESOURCES. DON’T WORRY, WE WON’T SHARE YOUR INFORMATION WITH ANYONE AND WILL ONLY SEND YOU AWESOME STUFF!

Stop Focusing on Your Goals and Start Honoring Your Process

SEE FULL POST

Stop Focusing on Your Goals and Start Honoring Your ProcessSales Management

by Keith Rosen on May 19, 2009 with 0 comment

A Sales Paradox: The result is the process. A critical mind-shift every salesperson must make to transcend from mediocre performance to breakthrough results. “Are you kidding?” is the initial typical reaction I hear when sharing this line of thought with salespeople as well as sales managers. For now, suspend your judgment and read on. Even …

continue reading ...

The Most Empowering Sales Coaching Statement Ever

SEE FULL POST

The Most Empowering Sales Coaching Statement Evercoaching tips, Communication

by Keith Rosen on December 11, 2008 with 0 comment

There are things we want for ourselves and things we want for others. Learn how a single statement can powerfully empower others in a wide variety of situations. The ‘Wanting for’ statement is an independent, self containing strategy you can use at any time during normal conversation. A ‘wanting for’ statement can be used in …

continue reading ...

The I.G.O.  3-Step Permission Based Closing Process

SEE FULL POST

The I.G.O. 3-Step Permission Based Closing Processclosing the sale, sales tips

by Keith Rosen on October 4, 2008 with 0 comment

Rather than react to an objection with a statement that creates an adversarial posture between you and the prospect (Example: defending your position, service, or product) respond to the objections you hear with a question using the three step I.G.O. Permission Based Selling™ process to defuse them. Here’s how. Remember, after gathering the information during …

continue reading ...

Your Imagination is Costing You Sales

SEE FULL POST

Your Imagination is Costing You SalesAll About Selling, Prospecting, Cold Calling and Networking

by Keith Rosen on September 19, 2008 with 0 comment

If you’re new to cold calling or started prospecting differently than you have before, be sure you understand the difference between qualifying and judging a prospect. To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone, such as a prospect. If you read my cold calling book, …

continue reading ...

How to Best Qualify any Prospect and Find the Perfect Fit

SEE FULL POST

How to Best Qualify any Prospect and Find the Perfect FitAll About Selling, Prospecting, Cold Calling and Networking

by Keith Rosen on September 17, 2008 with 0 comment

Here are some qualifying questions you can use during your next prospecting conversation. Remember, it’s not just any question; but defined, well crafted questions that are going to act as the conduit to more qualified prospects and more sales. While many salespeople would use questions that qualify their prospects to determine whether or not they …

continue reading ...

How to Overcome Selling and Cold Calling Reluctance Permanently

SEE FULL POST

How to Overcome Selling and Cold Calling Reluctance PermanentlyAll About Selling, Cold Calling Tips

by Keith Rosen on September 12, 2008 with 7 comments

Do you have a sales team of fearless salespeople and prospectors? There’s not a company out there who can afford to have their salespeople, prospectors and rainmakers become a little gun-shy when looking to attract and develop new business. Here’s how you can overcome sales and prospecting reluctance permanently. Are you aware of the limiting …

continue reading ...

How to Avoid a Cold Calling Injury

SEE FULL POST

How to Avoid a Cold Calling InjuryAll About Selling, Cold Calling Tips

by Keith Rosen on September 10, 2008 with 0 comment

You might be surprised that the same activity which prevents sports injuries can help prevent cold calling injuries too. Implement a pre-call planning regimen. When talking with salespeople who have prospected for a while, it seems that they remember how challenging it was to take that first prospecting step. This is still a common theme …

continue reading ...

What Do You Coach When Coaching Salespeople? Coach the Gap

SEE FULL POST

What Do You Coach When Coaching Salespeople? Coach the Gapcoaching salespeople, Sales Management

by Keith Rosen on March 14, 2008 with 0 comment

A common question from managers,  “How do I recognize the right coaching moment?” Regardless of the topic, skill, problem or mindset you’ve identified as a possible focal point in your coaching, there is one model that’s always applicable in every coaching scenario. It also happens to be the very thing each coaching opportunity has in …

continue reading ...