Tag Archives: Prospects

‘Ghosting:’ Sales Reps, It Can Happen to You

Wed Aug 9, 2017

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You may have heard the term “ghosting” in relation to dating, but have you considered that it could also apply to the sales world? “Ghosting” describes when someone in a relationship suddenly stops communicating with the other person.

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The Key to Being ‘Awesome’ is Qualifying

Tue Jun 27, 2017

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Do you know what can make you an awesome sales rep? According to a post by xPotential Selling, the answer is simple: Qualifying! If you don’t qualify each lead, you aren’t going to reach your full potential as a salesperson.

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Break Sales Stereotypes With These Tips

Wed Jun 21, 2017

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Stereotypes of salespeople are typically not very flattering. Even though sales strategies have shifted from the olden days, many still hold the image of a “snake oil salesman.” But, you have the power to dismantle these stereotypes.

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Is Your Pipeline TOO Full?

Tue Jun 6, 2017

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Have you done a pipeline checkup lately? A full one isn’t always a healthy one. And, if you’re chasing anyone and anything, chances are, your pipeline needs a cleanup.

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The Must-Know Signs of a Poor Prospect

Wed May 24, 2017

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Sometimes, relationships just aren’t meant to be, and this goes for professional relationships, too. Saying sayonara to a prospect may seem crazy but there are times when doing so will actually help your business in the long run.

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How to Use the “Curiosity Gap” To Make the Sale

Tue Feb 14, 2017

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Piquing a prospect’s curiosity could catch you the sale, but do you know how to use the “curiosity gap?” If not, you may want to keep reading to learn how certain techniques can intrigue prospects just enough to boost their engagement.

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Propel Prospects Through The Sales Cycle With These Tips

Wed Jan 4, 2017

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Have you had more difficulty moving prospects through the decision-making process? If so, you’re not alone.

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Emotion Vs. Intellect: Which Drives Prospects’ Buying?

Wed Nov 2, 2016

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As a salesperson, do you try to appeal more to your buyers’ intellect or emotions? If you said “intellect,” you may want to consider a different strategy.

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Prospects May Misinterpret These Common Phrases

Wed Aug 24, 2016

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Do your prospects think you’re trustworthy? The answer may surprise you. Only 3% of people consider sales representatives to be trustworthy!

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