Tag Archives for " prospect "

The Trade War means a Battle for Your Business: The 4 steps you must take now

No heavy artillery? No bullets flying? It doesn’t sound like much of a war. But, this could mean life or death for your business. When global giants like the US, China, and the EU clash, companies

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Wear Your Badge!

Wear Your Badge!

I find it a bit bewildering that every company on earth hasn’t figured out this amazingly simple and low tech sales tool. It’s especially useful for business owners and salespeople. Since you may

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Why Do They Object?

You Are Slowing Down the Sales Process! “I hate it when I get to the point where I am closing a deal, where I thought everything was going great and out of nowhere the prospect throws out an objection.

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What to do at the Trade Show: Part 2

In part one of this series I mentioned that a successful trade show plan has 3 phases; what you do before the event, during the event and after the event.  The work you do before should make your work

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Stop Handling Objections & Start Closing More Deals!

How often do you lower the price of your product or service to close a deal? Many times objections come up during the sales process and we are too quick to appease with a price reduction.  Price can

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Can You Close Deals in Your Flip Flops?

How to Close More Business Over the Phone By Jeb Blount, reprinted from SalesGravy.com While attending a conference last month a fan walked up to me and asked, “Do you think outside sales is dead?” 

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Go for No

Hooray! The Prospect Said NO! by Richard Fenton & Andrea Waltz (reprinted from the Sales Gravy Newsletter) You walk out of the office, shoulders slumped and head hanging low. The meeting did not go

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7 Quick Read Tips for Increased Sales

by Michael Dalton  (reprinted from the Sales Gravy Newsletter) I read perhaps fifty sales advice articles every month. While some of what I read is theoretical, technical or simply a disguised sales pitch,

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