Handling Objections
Read Article“Send Me Some Information”
Send me some information is usually a polite brush-off, not real interest. Use Reward & Refocus, Easy Exit, Colombo, or Let's Pretend to handle it.
Topic
Prospecting & Pipeline
Open better conversations, work referrals, and keep the pipeline full without pressure.
19 articles
Prospecting & Pipeline articles
Prospecting & Pipeline
Read ArticleThey Won’t Return Your Calls
When a prospect goes silent, the Rescue Call gets your messages returned 75% of the time without turning you into a pest.
Prospecting & Pipeline
Read ArticleGetting Access to the Decision Maker
Failure to reach the final decision maker can cut your closing rate in half. Here are tactics to get in front of the person who can actually say yes.
Prospecting & Pipeline
Read ArticleNetworking
Networking pays off when you work it right. Get involved, ready your elevator speech, ask the right questions, and focus on helping others first.
Prospecting & Pipeline
Read ArticleUpgrading Your Referrals
Don't settle for a name and number. Upgrade referrals into warm introductions and lift your conversion rate from 5% to 50% or higher.
Prospecting & Pipeline
Read ArticleReferral Prospecting
Referrals are the best way to grow sales and cut your dependence on cold calls. Most salespeople don't get enough simply because they never ask.
Prospecting & Pipeline
Read ArticleMarketing v. Selling
Most reps quit after three touches, but prospects need seven to fifteen. When selling stalls, switch to marketing and build credibility over time.
Prospecting & Pipeline
Read ArticleUsing Voice Mail Effectively
Most voicemails go unreturned because they give no reason to call back. Build a credible, curiosity-piquing message that earns the callback.
Prospecting & Pipeline
Read ArticleWorking with Gatekeepers
Stop trying to beat the gatekeeper and start working with them: use their name, respect their role, and have a sharp answer ready for 'What is this regarding?'
Prospecting & Pipeline
Read ArticleCold Calls
Cold calling works when your message connects to a problem, not a pitch. Get permission, lead with a problem they feel, and test for pain instead of pitching.
Prospecting & Pipeline
Read Article20 Second Commercials / Elevator Speeches
Introduce yourself by the problems you solve, not platitudes about your company, and test for pain to spot real prospects fast.
Prospecting & Pipeline
Read ArticleYour Recipe for Prospecting Success
Stop chasing results you can't control. Build a prospecting recipe around the one thing you can: the number of attempts you make each day.
Prospecting & Pipeline
Read ArticleYour Ideal Prospect
Prospecting is a discarding activity. Define your ideal prospect by company, pains, mindset, and budget so you and your referral sources stop guessing.
Prospecting & Pipeline
Read ArticleProspecting Campaigns
Successful prospecting starts with knowing where to find your ideal prospects, then contacting them consistently - it takes 7-15 touches to earn a meeting.
Sales Mindset
Read ArticleRejecting Rejection
How you choose to perceive rejection decides how you handle it. Control your activity, not the outcome, and every no moves you closer to a yes.
Sales Mindset
Read ArticleOvercoming Self-Limiting Beliefs
Head trash quietly caps your sales results. Spot the self-limiting beliefs holding you back and replace them with affirmations that support success.
Qualifying Opportunities
Read ArticleThe Prospect’s First Test
Not every prospect is worth your time. Five quick qualifying questions flag the bad ones early so you can disengage and invest where it actually pays off.
Sales Mindset
Read ArticleSinging the Santa Claus Blues
The holiday slowdown is mostly head trash. Keep prospecting while competitors quit, and use the slow time to set goals and plant seeds for next year.
Prospecting & Pipeline
Read ArticleNetworking… An Opportunity or a Waste of Time?
Leaving events with no leads? Stop selling yourself and focus on the other person. Look for someone you can refer, and the help comes back to you.