Understanding the Sales Force
MAY 30, 2013
Magazine''s online site. In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close.
Sales and Marketing Management
JANUARY 4, 2019
He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. Here is the fundamental problem: Consultative selling does not work for prospecting.
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Understanding the Sales Force
APRIL 8, 2013
Magazine ran an article on its website that I just can''t ignore. They are the ones that appear to be smartasses because they are making the claims and recommendations without benefit of having had a meaningful conversation with their prospects. Understanding the Sales Force by Dave Kurlan Inc. It''s making my blood boil.
No More Cold Calling
JULY 29, 2021
Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.
Smooth Sale
JANUARY 29, 2024
However, the middle and bottom of the funnels, such as product comparisons and in-depth conversations, are to be private with prospects and clientele and not to be used on social media. Emails are, in comparison, a far more effective solution for building a relationship with a prospect or customer.
No More Cold Calling
JULY 27, 2023
He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. My colleague thought it was rather presumptuous of the prospect to ask him to drop everything and hop on a plane. A sales leader in Europe needed the same splash of cold water.
Smooth Sale
MARCH 19, 2024
My Helping Hand It’s a privilege to be featured in: Humans of Globe Magazine It’s an honor and a privilege to share my journey as a feature story in the magazine – click the link to read. The monthly Humanos Magazine you see below. It is a part of the legacy we leave. My Motto: Never Give Up ; Find a Better Way!
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