Building rapport is an essential part of selling. It’s not just about warming someone up before a sales pitch, but actually the ground that supports any good relationship. If you don’t have a working rapport with someone, you won’t be … Continue reading →
A number of psychological experiments have shown that buyers who felt empowered were more willing to change brands or switch vendors.
Continue reading →Does this scenario sound familiar? “She’s not in. Can I put you into her voicemail?” Imagine you’re calling manufacturers, prospecting for new sales opportunities. You ask to speak with the person in charge of the business insurance, and that’s how … Continue reading →
What comes to mind when you visualize the prospecting process? You might see a funnel with prospects going into the wide end and new accounts emerging one by one from the small end. That’s the typical picture, but maybe there’s … Continue reading →