In which we are reminded that starting conversations with people is the heart of prospecting. “We are trying to break through the noise and we are using all these scripted lines,” he said, referring to calling prospects for appointments. “At some level, what we need to do is ‘connect with people,’ and start conversations and … Read more »
In which we learn the importance of asking for the story behind the story before we present our recommendations. Someone made the mistake this week of asking me, “If you could only teach one skill to improve sales performance, what would it be?” That’s a question akin to, “If you could boil the meaning of … Read more »
In which we learn that “leading with specifics” may accelerate our connections with prospects to whom we’ve not been referred (that being the BEST way to connect with prospects). I’m listening to my 18-year old daughter call a friend. She wants to “do something.” It sounds something like this (I can hear half the conversation): Read more »
In which we are reminded about the power of referrals and associations to accelerate contact with prospects. “They’re great knives,” my newly trained son intoned. “Here, let me show you.” And with that, he was off and cutting, working us through his demonstration. “…And if you need them sharpened, you send them back to the … Read more »
In which we offer five strategies that respond when a prospect says “I don’t need what you’re selling now.” A lotta cats get stumped when prospects say, “no, not interested now.” Read more »
In this we consider that some of our moves at the beginning of sales calls may not be so smooth. “She wouldn’t even look at me,” Maureen (our practice manager) exclaimed. “I watched her walk across the parking lot, she came to the door, she saw you and shook your hand, you introduced her to … Read more »
In which we discuss the importance of choosing and developing a personal brand and symbols that align with our clients’ concerns or opportunities. We had a big upset in the Peoples Republic of Massachusetts last week. (No, I’m not referring to the fact that our Boston Celtics continued to lose games with lousy defense and … Read more »
In which we are reminded that “consultative selling” involves the application of judgment. 7:00 am. Breakfast. Lloyd’s Diner, Natick, Massachusetts. [Don’t ask why. I’m sure I had a good reason.] Read more »
In which we learn to compete in the “future” rather than battling it out in the present. I received a call this week from yet another company cooing that they want Clarity’s business. This one was phone services. “We’re from blah blah company, and we can help you reduce your phone charges up to 20%, … Read more »
In which we learn how survival instincts affect our selling practices. Why do so many sales representatives “pounce” on the first opportunity they see in a sales process, leaving potentially larger business opportunities untouched? Why are account penetration and cross sell ratios so low, almost universally? Read more »
We Are Seriously Social.