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Many selling professionals are of the mindset that it’s inappropriate to ask clients for referrals until after the clients have experienced the outcomes promised by the product or service. Their thinking is that if they deliver the intended outcomes, and do so in an exceptional manner, clients will be more willing to provide a name or two when asked.

There's a rather common belief among selling professionals that business slows down in the summer months. However, this is mostly a self-fulfilling prophecy created by professionals telling themselves that despite strong efforts, the summer months will be tough.

Prospects often hide the real intent of their questions. Here's an approach for getting the clarity you deserve before you answer.

Have you ever sat in front of a prospect and thought you should say something – but didn't?

If you’re like most of us, the answer to that question is “Yes.” You cut that thought short and chose not to put it into words. You recognized that you weren't confident enough to say what you wanted to say, because you thought it might jeopardize the sale.

Sometimes selling professionals are a little surprised when we share a simple, time-tested selling principle: a prospect who is listening isn’t really a prospect. What on earth does this mean? Isn’t it a good thing when someone listens to what we have to say during a sales call?  Maybe, maybe not.

One of the classic selling rules David Sandler developed and shared with selling professionals sounds a little harsh…but it’s true. Sandler warned us that “All prospects lie all the time.”

Have you ever made a prospecting phone call whose central message sounded something like this?

Has this ever happened to you? You had an initial meeting with a prospect. You asked that prospect what seemed to be all the right questions. You had what felt to you like a good conversation, and based on that conversation, you scheduled the next meeting. You sat down at your computer. You prepared a proposal...

Quick! What is the best sales presentation you’ll ever give? Were you stumped for a moment? Don’t feel bad. It was a trick question!