Blog

It’s that time of year! In the coming days, every selling professional will be hearing some of the most dreaded words from prospects. What’s most unfortunate is that most selling professionals will agree to call back, and then invest valuable time chasing these decision makers, when they already know the outcome of their efforts.

Are you displaying too much "magic" in your sales presentations?

How many times has this happened to you? You got a promising referral, or scheduled a conference call, or showed up at an initial meeting with someone who seemed like a perfect fit for your product, service, or solution. Then, about five minutes into the discussion, you found yourself experiencing a “disconnect” of some kind with that seemingly perfect prospect. And the relationship died.

How many times have prospects told you, “I need more time to make a decision”? Too many?

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.