In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them. Read more »
In which we are reminded that, when we’re asking people for referrals and introductions, it’s best to say specifically who or what we’re looking for. Read more »
In which we learn from brilliant event planners how to prepare and engage prospects and customers. Read more »
In which we are reminded to provide credible, specific consequences and benefits to action when we’re playing the “fear and uncertainty” card to book an appointment with a prospect. Read more »
In which we explore questions to get beyond small talk. Read more »
In which we are prompted to move with the flow, to the future, when a prospect puts us off. Read more »
In which we are reminded that we need to market (attract attention) before we can sell. Read more »
In which we are reminded that even small mistakes can fatally undermine our credibility and effectiveness with prospects Read more »
In which we are reminded that the heart and art of sales is understanding and working our prospects’ desires and feelings. Read more »
in which we are reminded that, when leaving messages with prospects’ assistants or team members, short and clear are the way. Read more »
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