Drivers like challenges and want to be in control. They are big-picture oriented and hate the details. They like to make important decisions on key issues and then delegate the rest of the work. They are risk-takers, goal-oriented, and very businesslike. Sometimes called Type A personalities, you’ll often find them in positions of authority. They [&hellip
Networking can be a great place to develop relationships that can lead to business, if you do it right. But there are some definite rights and wrongs to networking. Definition: A network is a group of people with whom you have a relationship through which you can send and receive information, introductions, and referrals that [&hellip
Telephone cold calls can be very frustrating. Most salespeople find all sorts of excuses not to make them. Yet cold calling can be effective, if you have the right message. Too many salespeople are defeated from the start because they use the wrong message and sound like a product pusher. Here’s an example of how [&hellip
“A journey of a thousand miles begins with one step.” – Lao-Tzu, Chinese philosopher. Once you have developed your SMART goals, you need a roadmap to make them happen. This involves establishing a step-by-step process of getting from where you are to where you want to be. A well-written plan is one that, if given [&hellip
We’ve all been told how important it is to set goals. Yet for most of us goals are little more than New Year’s resolutions…forgotten by the end of January. Great intentions, but little follow through. As a result, we don’t make the progress we are capable of. We simply put our nose to the grindstone [&hellip
If we’re paying attention, prospects will often give us clues to roadblocks we might have to overcome during the sales process. A word here, a facial expression there, and we know something is happening. Sometimes it’s not good. Your intuition tells you that something is wrong and needs to be discussed, but you don’t know [&hellip
Salespeople are frequently hit between the eyes with this objection in the very first moments speaking with a new prospect. The pressure on the salesperson immediately rises to the boiling point, while the prospect sits back and watches his adversary squirm. It’s actually fun, when you’re the prospective buyer. Salespeople react predictably to this statement…most [&hellip
Since selling has changed over the years from the simple, transactional sale to the more complex, high dollar relationship sale, salespeople need to be armed with as many weapons as possible. The traditional closes described below are most appropriate in a lower value, transactional sale. However, virtually all salespeople will find themselves in situations where [&hellip
Like it or not, you’re always going to get objections. While they’re not “our best friend” as some of the old time sales trainers say, there are some positives to objections. They reveal the prospect’s interests and concerns. They present a good opportunity for you to ask questions about the prospect’s concerns. They show that [&hellip
Some prospects just aren’t worth the effort. Let’s face it; there are “good” prospects…and “bad” prospects. In fact, a bad prospect is not a prospect at all. Any prospect that is antagonistic, vague, and non-communicative is a bad prospect. But salespeople, despite the obvious danger signals, are usually reluctant to disengage from bad prospects. The [&hellip
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