What to Do When You Lost the Sale

What to Do When You Lost the Sale

Just because you received the news that you didn’t  get the sale doesn’t mean there still isn’t an opportunity for you. By taking the right actions, you could change your prospect's mind this time or set yourself up to win the next time. Here’s how to do it:...

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Prospects are People, Too!

Prospects are People, Too!

What's another word for a decision maker in a sales situation? It is a prospect, a lead or a potential client, etc. These are all names we use to describe those we want to buy from us. However, something is missing from these words. It’s the human element. We need to...

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What else? Who else? What’s bigger than that?

What else? Who else? What’s bigger than that?

Maximizing relationships means you find ways to get new dollars from existing clients. Generally speaking, you want to work to increase your share of sale with your clients that may need more from you. You want to purposefully work toward getting a bigger “piece of...

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The New Paradigm of Selling

The New Paradigm of Selling

We can’t control the economic climate we work in, but we can face it and make the most of it. Ten years ago, you could offer to save a company 10 percent on a product or service, and that might have been enough to close the sale. Now, that kind of savings is not worth...

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Getting Prospects to Call You Back

Getting Prospects to Call You Back

It can be very frustrating when leads don't call back! Here are a few of the strategies we use that work. I hope they help you, too! We email the decision maker a content rich, compelling email on a Sunday night. Our email becomes one of the first, if not the first,...

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When Your Prospect Chose Someone Else

When Your Prospect Chose Someone Else

I was recently training a client’s sales team. One seller asked me for ideas on keeping in touch with a prospect AFTER he was told “no”. He had competed for an RFP and was not awarded the business despite developing a great relationship with the prospect. I suggested...

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Get the Prospect Meetings You Want

Get the Prospect Meetings You Want

Did you ever wonder why some sellers can get the “difficult to get” prospect meetings and others can’t?  These are the meetings with high level, hard to reach prospects. Do you have some of these prospects on your wish list? Imagine what meeting these people could do...

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Getting the Most from Prospect Meetings

Getting the Most from Prospect Meetings

It’s not easy to get a meeting with a decision maker. So when you have one, it had better go well! Have you ever walked out of a meeting and wished you had achieved a better outcome, gotten further into the discussion or secured better next steps? We call this “the...

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