Month: August 2018

Prospecting: A Practice of Persistence and Perspective

In my previous post I emphatically stated, prospecting is not dead!  Many marketing automation companies may try to convince you otherwise, or you may have convinced yourself with all the information seemingly available at your fingertips, that you have all the data you need to make a sale. The fact is, nothing can replace actual …

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Very Fake News: Prospecting is Not Dead

Lately, there’s been a surge of advertising saying that traditional selling is dead, that prospecting is dead. I have two words for that: fake news. But, I get it…there’s a multitude of reasons to believe prospecting is dead.  At least, that’s what customer relation management (CRM) companies, or marketing automation companies, will have you believe …

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Consider the Doctor’s Office: Selling as a Process of Diagnosis and Prescription – Continued

In my previous post, I introduced the first three steps of my “Away-Game” selling process and how they directly mirror our experience at the doctor’s office.  Each of these steps addresses some aspect of being in the buyer’s mind – which is why it is so successful for sales professionals.  Previously we discussed the connect, …

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Consider the Doctor’s Office: Selling as a Process of Diagnosis and Prescription

There are six steps in what I call the “Away-Game” selling process: Connect Evaluate Diagnose Prescribe Dialogue Close Each of these steps addresses some aspect of being in the mind of the buyer – which is why it is so successful.  To understand how these steps play out, consider your experience at the doctor’s office …

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