7 Steps to Getting Business From Friends

23 Jan

Cultivation through social prospecting makes sense, but it has a drawback. It can take a long time to get results. The solution is to have many prospects. Some will come around sooner, others later and some never. But what if you have numbers to hit? Your chances of asking a friend for business and getting it increase substantially if you’ve identified a need. That’s the genius behind financial planning. Once you have uncovered the need, it isn’t going away. At some point, it needs to be addressed. More >>

Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use

2 Jan

Is cold calling dead? Let’s be honest. That answer is “No.” Cold calling used to be one of the best – and only – prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective alternatives have emerged. While it’s likely naive to say cold calling is never effective, useful, or necessary, it’s crucial to elevate the rest of your prospecting strategy so it’s never your go-to tactic. More >>

73 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2019

19 Dec

Every time I think I’ve gotten a grip on the weird, wonderful world of sales, I learn something new that forces me to change my perspective and question my beliefs. Like just 17% of salespeople think they’re pushy — compared to 50% of prospects. And along similar lines, only 3% of buyers trust reps. The only professions with less credibility include car sales, politics, and lobbying. More >>

7 “Sorry to Bother You” Alternatives Every Salesperson Needs

14 Nov

When you’ve been in sales a while, it’s easy to develop bad habits. You pick them up from other reps or take a shortcut during an especially busy week and, all of the sudden, you’ve added some skills to your repertoire that aren’t helping you meet your quota. If you’re not regularly examining your behavior and results, these habits can cause mistakes that end in deals falling apart, annoyed prospects, or missed numbers. More >>

100 Sales Probing Questions to Truly Understand Your Prospects’ Pain [Infographic]

7 Nov

Probing questions ask for more detail on a particular matter. They’re often follow-up questions like, “Could you tell me more about that?” or “Please explain what you mean.” Probing questions are meant to clarify a point or help you understand the root of a problem, so you know how best to move forward. More >>

10 Habits of Highly Effective Closers

24 Oct

If you asked most people what activity they associated most with sales, I’d guess that many of them would respond the same way: Closing. And it’d be no surprise. For one thing, it’s the most visible part of the sales process – all of us have been closed at one time or another, whether we’re buying a new vacuum cleaner or a new Learjet. More >>

The Sales Closing Technique That Gets Prospects to Overcome Their Own Objections

17 Oct

I’m not a big fan of closing early and often. I prefer to close once I know a prospect is already sold. I try to avoid signaling to prospects that I’m there to sell something. Instead, I strive to portray myself as an expert who is graciously and generously making myself available to help them. More >>

5 More Great Habits to Grow Your Business

10 Oct

A while back, I discussed some Great Habits to Grow Your Business. That was along with a discussion about Hoboken, New Jersey, people watching, Frank Sinatra, stopping at red lights, sunshiny days, the New York City skyline, and a pack of cigarettes. By the way, you shouldn’t smoke. Very bad for you. Anyway, I promised “5 More Great Habits to Grow Your Business.” So here they are! More >>