Weighing the Risk
In watching the playoff games this weekend, it’s evident that these professional athletes are well-trained and motivated to win but what is also striking is their will to win the game despite the physical risk involved in almost every play. Running the ball through a line of huge linebackers or reaching up to catch a [...]
Small Businesses Require a Sales Strategy
I know, I know, you’re running a small business on a shoestring, you’re the head bottle-washer and cook and all the other clichés associated with challenges of doing everything for your business. So sometimes it’s easy to forget about the elements of how to sell your products or services. In the early stages of consulting [...]
Another Snow Day? Great time to spend a few minutes refining your 120 second elevator pitch!
Another snow day? — Great time to refine your sales elevator pitch! Once you’ve done everything necessary to secure your house and surroundings from the grip of Mother Nature, take a few minutes to refine one of the key foundational building blocks of your up-coming sales week; your 120 sales call introduction. With all the [...]
Thanking Your Prospect
What’s the first key step after you finish a productive sales call with a prospect? Well, of course, it’s conveying your appreciation and thanks to the prospect for taking the time to meet with you! We live in a culture and society predicated on the speed and efficiency of electronic communication and, as a result, [...]
Different Titles, But Salespeople Just the Same
Peter Dennis often gets reactions of surprise when someone hears of the different clients he consults: colleges, car dealerships, banks, caterers… the list goes on. I had that reaction when I started consulting PMD on communications endeavors. Everyone can envision the car salesperson. But a sales rep at a college? Such a person might not [...]
Don’t save the best part of your story until the end!
Great selling today is sharing the best part of what your product or service is to your prospect early in the discussion. If you’re not giving them the what’s in it for them within the first couple of minutes you’re strengthening the position of your competition. Convey a from-the-heart message with conviction about the essence [...]
How & when you follow up with a prospect sets your sales trajectory
Time kills all deals. Yep. What to do about it? Well, don’t wait to take the next proactive step. (And just make sure it’s the right next step!) Pursue your interested prospects quickly and proficiently and move to further engagement – or alternatively, disengagement – so that you can get to the next twenty prospects! [...]
