Be Safer! Beat the Deep Psychological Barrier to Strong Prospecting in Your Sales People, Or Suffer the Consequences “Successful people do what other are not willing or able to do.”—The Slight Edge “You can’t hit ‘em if you can’t see ‘em.”—Yogi Apply the Judo Principle™: Harness a force for you versus being damaged by it. Only […]
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If you find your team is not making quota, it’s time for you to understand why, and what to do. So why aren’t they making quota? Let’s review why they may not be making quota. Unattainable Quota – is 50% or more of the sales team missing quota? If so, perhaps upper management is not […]
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Overcoming Objections – Turn Objections into Deal Energizers Per the below graphic, a very important key step in prospecting success is to turn objections into deal energizers versus deal killers. You want to avoid finally get through guardians to a decision maker by generating interest using a compelling Value Statement, only to get stopped in […]
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A key step in prospecting, after finally getting through the guardians to a decision maker, is to generate a strong emotional grabber in the first of 30 seconds via a strong, compelling, Value Statement. The decision-maker is all of: very busy and distracted; cannot get other things done while on the call; is sold to all […]
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When your prospector finally gets to the decision maker via social media and phone contacting (both are needed for a “P2P” (People to People) sale, or at an event you want to avoid the very bad “no interest” response. How is the question? Getting through is hard enough, so getting a return on the effort […]
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In today’s virtual world of noise, how do you uncover more “gold” (i.e., prospects) to fuel your business? “Thar’s Gold em them thar hills!” That’s what the miners would say during the 1849 Dahlonega, GA gold rush. The miners would look for rust colored ore on the rock walls of the mines. Once they found […]
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