In the last several articles, we have been looking at what I like to call stretching the gap. This is vital to the sales procedure and not doing it usually results in you pushing your sales agenda on a prospect who really isn’t interested in finding a solution. They end up making up excuses as…
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Are you constantly going around and around on the hamster wheel with your various technology services? Are you currently working backbreaking hours and feeling the strain of having to chase prospects and earn more money? Are you constantly running faster but becoming more and more disappointed? Guess what? Many other technology business owners are feeling…
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Every time a one on one sales conversation ends in rejection, it really can be quite frustrating. It is totally natural to think back over the full appointment to determine where it went off the rails. Did I say something wrong or offensive? Did I appear overly pushy at the closing? Was I too passive?…
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Did you know that sales are almost never lost in the conclusion of sales meetings? Most sales consultants do not know this. They place all their focus into the closing and dismiss the start. They believe they can simply provide the best pitch to the potential client at the conclusion of the meeting, and they’ll…
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In the past, a big part of what made a sales consultant successful was their capacity to stomach the uncomfortable sales procedure. These consultants did not mind dealing with all the normal roadblocks from prospects in sales appointments — roadblocks just like insufficient money and poor timing. They did not mind dealing with the strain.…
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