Tag Archives: finding prospects

Finding prospects: if you find you need to raise your level of contact within the prospect organization

Finding & getting through to sales prospects Opening sales calls Sales tips & techniques -- how to sell No Comments

Situation: you're making a call on a prospect, and you initially think  you are making your sales call to the right person at the right level, but then you get the sense you have come in at too low a level (of budget or authority).

Indicators: Suppose you make your presentation and feel interest on the supposed decision maker’s

Continue reading → Finding prospects: if you find you need to raise your level of contact within the prospect organization

Consultative selling--developing prospect's awareness of need Finding & getting through to sales prospects Free sales training articles Handling sales objections & questions Opening sales calls Our sales training books-- info, samples, order Sales closing skills Sales cold calling Sales management Sales skills:non-verbals & buying signals Sales tips & techniques -- how to sell Sales training Selling skills for new business start-ups Telephone etiquette & selling skills No Comments

You’ll find here free sales training articles and tutorials, checklists and sales tips, as well as links to our sales training books — all focused on Selling Face to Face.

The free sales training articles and tutorials here are adapted from the courses and workshops I developed on contract for the “sales universities” of world-class marketing companies such as Xerox in the United States and abroad, Kodak, Motorola, Sylvania, Bank of America, and others . . .  as filtered through my own experience in marketing consulting services.

The aim is to provide practical sales training across the spectrum from beginners (starting up new businesses, or making career changes) to experienced sales people looking for fresh approaches, or hoping to gain the kind of professional selling skills they would have developed as attendees in big company sales training programs.

In the free sales training articles here, and in the related books, we cover topics including,

  • Finding and getting through to sales prospects
  • Telephone etiquette in getting past screens
  • Sales cold calling: when, when not, and how
  • Consultative selling— selling by asking smart questions
  • Helping sales prospects become more aware of the value of filling needs
  • Ways of closing sales
  • Handling objections, questions, and hesitations.
  • The how-to of Sales presentations and demonstrations


Why it’s usually not a good idea to begin with the purchasing department

Our sales training books-- info, samples, order Sales management Sales training Selling skills for new business start-ups No Comments

Purchasing managers, you might assumed, are the folks who decide what to
buy.

But that assumption is usually wrong. In reality, the
purchasing manager will be more of an obstacle than a help . . .
provided that is, that you are selling anything other than commodities.

Continue reading → Why it’s usually not a good idea to begin with the purchasing department