December 1, 2012
You really can’t talk to people and determine whether they’re good prospects if you don’t know your own products inside, outside, top to bottom. You dont […]
November 12, 2012
I often draw a triangle with equal sides when I discuss the fundamentals of championship selling. Notice that the triangle’s base or bottom side is attitude, […]
October 22, 2012
You’ve undoubtedly heard the phrase, ‘be a product of the product.’ This means that you not only represent the product or service, but that you, personally, […]
October 15, 2012
What do you sell? If I ask 100 professionals this question, I will receive close to 100 different answers. I’ve done this in my seminars, so […]
September 23, 2012
The key to success with prospecting is what I call STP. In fact, I put a can of STP on my desk, in my bathroom and […]
September 13, 2012
Unless you sell some unique product for a very exclusive or narrow market, everybody is a prospect. I call this realization the -prospecting mindset, and if […]
August 24, 2012
The education process-learning product information and gaining selling skills-is the beginning of your career in sales. Getting to know your product is essential. If you don’t […]
August 18, 2012
If you ask 100 sales professionals what their favorite aspect of selling is, I’m willing to bet that 95 of them will not mention prospecting. Our […]
August 6, 2012
Warm prospecting, on the other hand, involves contacting people who you have good reason to believe will become clients and with whom you have some sort […]