Do you differentiate between prospects or do you generalize to try and save time? Each prospect you are targeting has different pain points, and a key to sales is to delve deeper into each prospects precise problems. Don’t generalize these points by just saying they are working to improve the “efficiency” of their solution. What [more...]
|
|||||
|
So you have been talking with a prospect for the past few weeks. You have explained to them multiple times how great your product is and why they need it. You pick up the phone and make a call to the prospect expecting to move forward toward a close, only to find out that they [more...] When demand is low and few are buying, how can you continue to hit your quota? In a recent interview of Tom Hopkins by Geoffrey James, Hopkins points out how crucial it is for sales pros to stay in touch with existing customers while finding new prospects. However, just staying in touch may not be [more...] Ensuring reoccurring business starts from the initial outreach to a prospect – before your customer actually turns into a customer. Turning a prospect into a customer and then into a reoccurring customer is all about building a solid relationship, from the initial first impression all the way to the final sale. In a recent article on [more...] One of the key questions that needs to be determined by sales reps is “against whom am I competing?” The answer determines not only pricing, but overall positioning of your firm’s value proposition and how to avoid the likely traps competitors will set for your firm. If the rep cannot get a direct answer from [more...] |
|||||
|
Copyright © 2010 B2B Sales Lounge - All Rights Reserved |
|||||
