qualifying

Never Ask This Question in Your Sales Process

Articles, Objections, Qualifying /

In a recent training session, a sales rep asked this question: “Jeb, over the past month I’ve had several of my potential accounts hit a wall because the person I was working with turned out not to be the decision-maker. What is frustrating to me is these people told me in our initial meeting that…...

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False Hope Poor Qualifying

The Danger of False Hope

Fanatical Prospecting, Qualifying, Sales EQ /

Recently I spent a day with a group of experienced yacht brokers. Rather than a typical seminar where I stood in front of them as a trainer, we sat around a big table and had a non-linear, free-flowing discussion on issues they faced in sales. This group, like many sales pros, was reeling from stretched…...

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How to find the decision makers at prospects

Getting to the Right Person

Articles, Qualifying, Strategic Prospecting /

One of the top questions that sales professionals ask when prospecting for new customers is, “How do I get to the right person?” I received this question from Pam, a medical equipment sales pro from Tennessee: “I have just taken a position in sales at a medical supply company selling imaging equipment. My only option is…...

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Don't waste time with prospects that are not going to buy

Don’t Waste Time With Prospects Who are NOT Going to Buy

Articles, Qualifying, Time & Territory Management /

Far too many salespeople believe that any prospect is a good prospect. Unfortunately, this way of thinking hampers their success and steals their golden hours. Each working day, salespeople across the globe are surprised to find out that after investing blood, sweat, and tears, and of course promises to the boss, the account they have been…...

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