Where Sales Trainers and Selling Experts share advice, tips, and techniques on how to become a sales champion!

Category — Sales Prospecting

Do You Have Too Many Prospects in Your Sales Pipeline?

sales prospectingThis tip rubs a lot of people the wrong way, especially managers, but I’m a firm believer in it. I know I will have more success if I have fewer prospects whom I can really focus on rather than a bunch of names I don’t have time to deal with.

To get to this point it means you must have a prospecting process that allows you to qualify quickly whether or not the prospect is really a prospect or if they’re nothing but a suspect.

Way too much time is spent by salespeople chasing suspects. Many times the suspects are nice people — they will engage you, the salesperson, so you think they must be a potential customer. You should never forget the first objective of prospecting is to qualify the prospect.

June 19, 2015   1 Comment

4 Steps to Irresistible Sales Calls

Sales calls – be it follow up or cold calling – are essentially all a process of winning the customer over. This is where the divide starts between the effective sales professionals and the not so effective talents within the team.

In order for everyone to maximize their efforts and really bring a new form of revenue into the business the whole team needs to be focused, they also have to be clued up to as what will give them the helping hand that they need to really win over those customers.

March 15, 2014   No Comments

Sales Tips: How to Get More Referrals

Referrals are the lifeblood of many sales ventures. Sales professionals of all stripes rely on referrals to generate constant leads for future work. Many sales tips for gaining referrals rely on superficial techniques or those that die out over time. However, some enduring sales tips can help professionals gain more referrals and make the most of those they receive. These tips can give a savvy sales professional an edge in the modern marketplace.

Teach Your Customers How To Be Your Best Referral Sources…

January 13, 2014   2 Comments

Sales Tips: Does Customer Satisfaction Guarantee Referrals?

Imagine that you’ve provided a great product with great service and have built a positive relationship with your customers. Does customer satisfaction guarantee that they will refer business to you?

No! It is the foundation but you have to ASK for referrals in order to consistently GET referrals.

Every sales professional should excel at asking for and getting referrals but this is rarely the case. Often people tend to avoid asking for referrals altogether because it feels awkward or they don’t know who to ask.

August 30, 2013   No Comments

Selling Lesson: Engage in Client Attraction

Client attraction is where you build the top-end of your sales pipeline, zeroing-in on the most lucrative prospects for your business. You don’t have to reach everyone in this step, just those who meet your criteria for what constitutes your ideal customer or prospect.

Ensure all pathways are open.

There are many pathways for targeted prospects to get into your sales pipeline: website, podcasts, direct mail, cold calling, to name just a few. Get to know them all.

August 12, 2013   No Comments

Sales Lesson: 5 Tips for Better Introductions By Bill Cates

Here are five critical things I believe you should do to turn a referral into a quality introduction.

1. Learn as much as you can about your new prospect. Ask the powerful questions, “What’s going on in their life that’s important to them at this time?” Craft your approach to your new prospect with this in mind.

2. Let your client know that you think their friend would probably prefer to hear from them before they hear from you. Say something like, “My guess is that George would prefer to hear from you before he hears from me. Let’s talk about how you introduce me to George so he feels comfortable.”

June 14, 2013   No Comments

Three Strategies to Attract More Prospects By Kendra Lee

sales expert Kendra LeeTen years ago, most sales people had no idea just how vital the Internet would become to prospecting. In today’s world, it’s as important as email and cold calling.

But are you taking the best advantage of it? Maybe you’re on the fence as to whether or not social media is a fad. Or maybe you feel you simply don’t have the time for it.

If you’re avoiding digital prospecting techniques, you’re missing a fantastic opportunity to:

– Expand your prospecting reach

– Start new relationships

– Build credibility

– Get a foot in the door!

June 10, 2013   No Comments

One Idea to Set More Appointments By Bill Cates

Referrals aren’t the end game are they? They are a means to the end – a new client or customer. Are you going beyond referrals? Are you turning your referrals into introductions? Are you converting those introductions into appointments that stick? And are you opening new relationships with new clients or customers from referrals?

In this post, I’ll examine one simple thing you can do to secure more appointments with prospects – whether or not they come through a referral.

The Power of Specialization…

April 28, 2013   1 Comment