Posts Tagged 'cold calling'

Follow me on Twitter here. “Should I be tweeting, Keith?” This question comes up more and more when speaking with clients. Since there are several factors to consider when answering this, my response to this question are additional exploratory questions that guide a conversation to help individuals and companies determine whether it makes sense for …

Asking prospects the right questions at the right time is crucial to being an effective salesperson. Make sure your questions move prospects closer to the sale. “Are salespeople asking their prospects the wrong questions?” As I mentioned in my last post, this was a conversation that came up while being interviewed by Geoffrey James for …

Make the questions you ask your clients deep and knowledgeable, not shallow and vague. Read more to learn how to begin crafting better questions. Companies are running so fast in an attempt to catch up on their sales numbers that they aren’t aware of the blinders they’ve developed which are obstructing their view of the …

Watch the Video Salespeople wear their emotions on their sleeve. As such, your prospects will sense your reluctance or fear. A prospect wants to do business with a salesperson that’s excited about what they have, not someone who is struggling to promote their product or service. Rather than a sign of conviction, this can be …

Lately, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals. Does this sound familiar? So, let me paint you a visual of the typical scenario being played out through the eyes of a salesperson; one that you may be intimately familiar with. You’re on …

Knowing the difference between pre-qualifying and pre-judging your prospects and clients is critical. If you’re pre-judging them, you’re already creating a self-imposed barrier to more sales and selling opportunities. 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 …

Many of the strategies we engage in are often counterintuitive to achieving our goals; especially as it relates to cold calling and prospecting for business. Here’s a sample of the top paradoxes of prospecting that make prospecting so challenging. However, once these paradoxes are woven into your thinking, you’ll notice how these contradictions will provide …

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, …