Category Archives: Prospecting

„There is Always Something Beautiful About Every Signora“

As a young man I travelled around Europe for a number of years.  Each place I stayed I found work doing whatever I could to pay my bills and, on this basis I found myself selling leather goods to tourists … Continue reading

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How Not to Prospect for New Business!

Sometimes people in selling roles do the most incredible things.  You only have to watch any episode of The Apprentice where ideas/products/services are being pitched and within a couple of minutes maximum you’re subjected to toe-curling cringe-worthy errors and ‘must … Continue reading

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“If you you’re so interested in doing business with me, why do you insist on talking about yourself?”

There’s an adage in selling that says, “People are interested in people who are interested in them”. And so it is with prospects; it’s a basic of selling.

Many salespeople seem to forget this though and spend the first period of a sales conversation with a prospect talking about themselves, their company and their product/service. In some cases they mistakenly believe that is what salespeople should do; in others it is because they don’t feel it is right to ask for someone’s time and then to go and ask questions. The truth is that only poor salespeople go and do all of the talking, whereas by asking questions of the prospect they would be engaging in that basic of selling, as questions show that we’re interested. Continue reading

Posted in Being A Salesperson, Building Rapport, Conducting Sales Visits, Justifying Your Price, Prospecting | Tagged , , , , , , , , , , , | Leave a comment

“A Hunting We Will Go … A Hunting We Will Go”

A hunting we will go! A hunting we will go! Oooh … errrmmm … I don’t know (where) A hunting we will go!   Hunting for additional business can often be daunting for salespeople. The thought of trying to get … Continue reading

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