Tag Archives: questioning

How To Re-engage A Key Decision Influencer Who’s Gone Cold In Your Sales Presentation

I was speaking with one of my clients’ salespeople today about a project they’re working on. A final presentation/meeting had taken place and the salesperson was telling me he was confident it would be moving on to the order, yet … Continue reading

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How Dress Down Day Worked For Me

I had been working on breaking into a major competition account and had visited them a number of times when they introduced ‘dress down Fridays’.  This involved the usual formal attire of business suits and ties making way for smart … Continue reading

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How to Get Information When a Prospect Doesn’t Necessarily Want to Give it to You or Says They Can’t

A challenge that exists for many salespeople is how to ask for and get information when a prospect doesn’t necessarily want to give it to you or says they can’t. For example when selling a product / service against an … Continue reading

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I Want To Be Like Mike

One of the experiences that always sticks in my mind from being a younger, impressionable salesperson was the first time I accompanied the most successful salesperson in the company I had recently joined. Mike had worked there for more than … Continue reading

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Did You Sell It … Or Did They Buy It?

In the years I have worked with salespeople, researching them and interviewing them I have come to understand that sadly, too many salespeople are deluded. Having won an order they convince themselves they sold something when actually, the truth is … Continue reading

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Just Because They Asked for a Quote Doesn’t Mean They Are Going to Buy Something!

For many salespeople when they are asked for a quote it is as good as a prospect uttering the follow on words, “… so I can give you an order!” And yet, that isn’t what the prospect said; they only … Continue reading

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Winning With The Personal Touch!

It’s fascinating how in recent years people have become so familiar with communicating via text and email and for many, typed speak is first and even the only choice.  It’s a curious choice though for me when someone is working … Continue reading

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