Blog Archives

Is Prospecting for Sales People Only … NO!

You hear the word or term “prospecting” and you probably think of salespeople cold-calling on the phone or by email or heading to Alaska for dig for gold. On the other hand, anyone in business or a profession should prospect.

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Posted in Professional Skills, Selling Skills

7 Responses to Any Question … here they are!

Robin Starr, at the time, was an Insurance Agent and gave a speech at Toastmasters that addressed or suggested that there are only seven responses to any question. Robin’s view is through the lens of professional selling. However, upon further

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Posted in Leadership, Selling Skills

Customer Service Issues … Here are 3 of them!

Every business or organization will have issues with customer service from time to time. As always the question is, how and what should you say during the interaction? In my Customer Service Course, I offer numerous suggestions as to how

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Posted in Customer Service, Leadership

Powerful Outreach Voice Mail

If you are responsible for outreach for your organization, you may call and not get an answer. Leaving a message is the hardest starting point to a qualified appointment to demonstrate a product or service. The next best course of

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Posted in Leadership, Selling Skills

Before You Reach Out … consider this FIRST!

Before you reach out to potential business contacts, be very clear and focused as to the type of contact you are making. There are two ways to think about acquiring new clients and new business. You can start from a

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Posted in Leadership, Selling Skills

Outreach … with COLD Emails??

Everyone who is engaged in outreach wants to learn better ways to get outreach targets to always open and even act on their emails. The truth is, every prospect is different, so there’s no guarantee that one best practice will

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Posted in Selling Skills

BANT … why it stopped working!

For decades, budget, authority, need and time (BANT) has served as an excellent framework for qualifying opportunities. But it’s less useful than in the past. BUDGET Unless your outreach target is already purchasing what you sell, they aren’t likely to

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Posted in Leadership, Selling Skills

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