“Everyone lies,” as TV’s master diagnostician, Dr. Gregory House, famously noted.
We all do it. Often we’re just being tactful. Telling someone we’re about to walk into a meeting can be an expedient way to end a conversation.
On the other side, when we’re searching for sales prospects, we need to qualify those put-offs and quickly determine if it’s a clear message that we’re barking up the wrong tree, or merely a slight a bump in the road. Continue reading →
I saw this in a recent webinar, and it didn’t surprise me at all: 60% of sales opportunities with executives result in no change – the buyer ends up sticking with the status quo.
For commercial producers this is probably quite familiar, considering how frequently businesses agree to meeting with an outside agent, just to keep their current agent “honest.” But there are many ways to change those odds for the better.
If you’re only competing to lower prospects’ costs, your chances of winning the account are limited to the arena of price. But if you expand that arena to include other things that matter to the buyer, you increase your leverage and clout. Continue reading →
Not too long ago we talked about the Foot-In-The-Door principle where the sales person makes a small request of a prospect and, once that’s granted, follows up with a larger “ask.”
Just the other day I came across an almost opposite influence strategy called The Door-In-The-Face – DITF. Continue reading →
How do you close your prospecting emails? The way you sign off could make a real difference in the number of responses you get. Continue reading →