Prospecting for Dollars – 5 Tips to Generate a Steady Stream of Leads

The lifeblood of every sales style, including consultative selling, is having a steady flow of prospects in order to build a pipeline of potential closings.  Without continuous prospecting, even leading companies will suffer from stagnation as customers are lost to competition, macroeconomic conditions, or other factors. Here are five prospecting tips help develop leads using Prospecting for Dollars – 5 Tips to Generate a Steady Stream of Leads

Our top ten closing approaches

You’ve recognized the buyer’s shift and you’re at the closing point…. now what? Remember that closing is simply helping the prospect make a decision. The progression of ideas that both you and your prospect have shared has lead to this moment. Make sure to handle this portion of the sale with the utmost amount of Our top ten closing approaches

Recognizing The Buyer’s Shift

It’s the magic phrase that is on every salesperson’s mind: “close the sale”. There are many steps to closing the sale, and you must be aware of each. Recognizing the buyer’s shift will put you one step closer to landing that sale. As a professional salesperson, you must be in tune with your buyer. Recognizing Recognizing The Buyer’s Shift

Killer Arguments

One of the most successful marketing messages that your company can utilize is the “done it before” approach. This message has been developed over the years by top marketers and is successful because it allows you to honestly differentiate yourself from the competition, while answering logistical questions. The best way to reduce possible risk in Killer Arguments

Handling Objections

When we hear the beginnings of an objection, our first instinct is to feel rejected. We feel that objection equates to negativity. We shut off and assume the buyer is uninterested. But what if we started to look at objection as a pathway to refining. What if we looked at objection as constructive criticism? When Handling Objections

Understanding your buyer’s fears

Now that you’ve acknowledged a salesperson’s two biggest fears (product knowledge and rejection), it’s time to think about what types of fears your buyer has. Believe it or not, you’re not the only one that is anxious about the ordeal. In fact, the buyer’s biggest fear is that they don’t fully understand the value of Understanding your buyer’s fears