Posts from — June 2009

If you’re still getting the “We’re just not going to do anything until the economy (settles down or improves, or whatever…), when you are closing the sale and asking for the order, then I’ve got some good news and bad news for you:

First the good news: After reading this article, and applying the techniques in it, you will virtually eliminate this objection once and for all.

Now the bad news: If you’re getting this objection during the close when you’re asking for the sale then you’re responsible for creating it.  Read more...

Do Nice Things For Others…
One of the best ways to influence someone is to do something nice for him.

I know many successful salespeople who make a habit of taking their prospects out to breakfast or lunch. During the breakfast or lunch, they do not talk about their products or services unless the client brings it up. They merely make small talk, ask questions and listen.

They work on building trust, and they work on establishing a friendly relationship. At the end of the breakfast or lunch, they tell the prospect that they will be getting in touch with him sometime in the future with the possibility of talking to him about helping him in some way.  Read more...

With the economy causing prospects and clients alike to clamp their wallets shut, we’re looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities.

When I’m working with a prospect, I like to look further and deeper than the initial problem they see to get to all the potential issues creating it. Often the problem isn’t a simple one and the deeper I dig with questioning, the more I learn about how we can solve it.  Read more...