A colleague and I were talking this week about the greatest value that a sales professional brings to a company. Is it the ability to prospect for new client, or is it the ability to close a deal? Both are extremely important, and neither is terribly easy. That’s why...
Avoir le couteau entre les dents. I don’t speak French, but I love this phrase. It’s an idiom that translated to English means: “To have the knife between your teeth.” The origin of this French-Canadian saying is not quite known, but it may trace its roots back to...
“Telephone prospecting is a waste of time, because all I ever do is leave voicemails. Nobody ever answers the phone.” That’s what a sales rep told me last week during one of my workshops. His comment was not unique. I hear those words all the time. Few topics in the...
If you’re looking for a way to attract new business, you might consider media exposure (getting quoted in periodicals, websites, radio talk shows and television news). Such exposure is valuable and helps attract prospects. However, it’s awfully difficult to earn media...
By Jeff Beals During question-and-answer periods, the same issue keeps coming up in my sales workshops: how to deal with gatekeepers. These people are the receptionists and administrative assistants who stand between you and the decision maker you seek. I’ve...
By Jeff Beals What’s the most efficient form of prospecting? Referrals. In an era when buyers are jealously protective of their time, a referral from a trusted source is your admission ticket. The higher up a prospect is in a company, the more important referrals are....
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How to Overcome ObjectionsFebruary 21, 2020
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