What’s Better…Transactional or Consultative Selling?

What’s Better…Transactional or Consultative Selling?

What’s better, consultative or transactional selling? It depends on the situation and the company’s goals. The problem comes when you need one approach and miss sales because you have the other. As an example, a seller can sell one item to one decision maker OR sell...

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When to Give Up on a Prospect

When to Give Up on a Prospect

When decision makers say, “No thank you," should you keep trying or cut your losses?  My experience is that as long as the prospect is someone whom your research indicates is an “A” level prospect there is no reason to give up, unless you receive new information that...

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Hire the Right Sales Hunter

Hire the Right Sales Hunter

In my 16 years running a company of for-hire senior level Door Openers®, we’ve learned a thing or two about hiring the right salespeople. Most business owners and sales VPs know the difference between hunters and farmers.  What they don’t know is that not all...

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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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Silence Really Can Be Golden

Silence Really Can Be Golden

Have you ever waited for a prospect to return your call?  And he doesn’t? You call again, you email and still no reply? Argggg! How frustrating!  Recently, a prospect asked me for a proposal. We were an exact match for his needs. Shoe in, couldn’t miss. So...

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Consistency or Else! Stories of Lost Sales

Consistency or Else! Stories of Lost Sales

Consistency earns the respect of decision makers, a necessity for growing relationships that lead to sales. On a flight to Dallas, I met a high level decision maker from a Fortune 500 company. I asked her what she liked and didn’t like about sales people to get her...

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Know Your Decision Maker

Know Your Decision Maker

I was recently asked, “What is your single favorite piece of sales advice?” Here it is. Have a healthy respect and empathy for decision makers. These days decision makers are doing more than just their jobs. In the corporate world, many companies are still adjusting...

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