July 2008
From what we hear, there’s practically an epidemic of salespeople who rush into meetings with prospects or existing clients minimally prepared, just wishing and hoping to make a sale…and who, not surprisingly, emerge from many of their sales calls empty-handed. What goes wrong? Here’s a clue: We’ve been asked many times by sales managers how to get their salespeople to set realistic and actionable goals for sales calls. This turns out to be a deceptively simple question…all they have to do is set goals, right? But, if your salespeople aren’t following a defined sales process, they’ll never know where they are in the sale, so they’ll never be able to establish clear objectives for any phase of the sale. If they don’t know where they are, they won’t know where to go. |
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How to Engage Any Prospect with Confidence and Competence Three powerful principles combine to guide your ability as a sales professional when you first engage a prospect. There is little doubt that much has been written, taught and applied as it relates to this critical step of the sale. What are the essential first steps? Prospecting, positioning and pre-call planning. Your ability to prospect effectively, position yourself and your organization well and invest sufficient time in pre-call planning are a critical part of laying the foundation of credibility for your prospect. Fail to give adequate attention to this preliminary stage and you will, in effect, have your chances for success in the face-to-face phase of the sale neutralized at best and totally destroyed at worst. Given that reality, let’s take a look at the three powerful key principles that guide, determine or destroy your effectiveness when face-to-face with a prospect: |
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Sales Management Symposium 2008 Schedule
The IMPACT Selling
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