Sales Development

Don’t Be a Battleship

In the early 2000s in the Atlantic, there was a tense showdown between Spain and the US Navy. Essentially, there’s an emergency frequency that maritime uses, and a message went out at night from a what the crew thought was a small Spanish boat to the USS Lincoln, the second largest battleship in the Navy.

9 More Sales Prospecting Methods to Boost Your Brand and Your Sales

In a previous post, we discussed 10 quick sales prospecting ideas to boost your sales.  All those ideas dealt with using social media and online properties to make yourself known to potential prospects who are searching online for what you do. We know that most of your potential customers do their research online. And by …

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Buying Motives – Rocket Fuel for Your Sales Process

Before we jump into buying motives, let’s revisit our doctor’s office analogy for a quick update. When a doctor starts asking questions to diagnose the situation, the questions he or she asks are simple at first. They are based on their own general historical experience and their own historical knowledge of you. For example, “What’s …

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Anatomy of a Sales Call: Tailor Your Sales Process to Their Buying Process

Here’s an example of a retail sale that shows how evaluation and diagnosis both require the salesperson to get in the head of the prospect and tailor the sales process to the prospect’s buying process. Not long ago I attended a U2 concert at Hard Rock Stadium in Florida with my family. We were down …

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The Secret to Boosting Your Evaluation Process: Effective Sales Questions

Guiding the Evaluation Process Using Sales Questions When was the last time you were on a car lot to shop for a car? You and I both know you weren’t there by accident. You were there for a reason and more than likely, you planned it all out. However, the first question most salespeople ask …

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