How to Network and Get Referral | Effective Sales Prospecting Training
Any time you network with other people, you can get a business lead or referral. For instance, industry associations can work as tip...
How to Disqualify Prospects & Clients | Sales Prospecting Skills Training
Ever watch David Letterman dismiss a guest on his show? He simply stands up, looks at the guest in the eye, shakes his hand and says,...
Speaking Helps Open Doors | Effective Communication Skills
A few years ago, I heard Brian Tracy say that people perceive how much you know on a subject by the way you communicate. If you write...
How to Reach Out to Decision Makers | Sales Prospecting Skills Training
When making initial contact with the people who make or influence decisions, we have two key tactics to consider before the approach: (1)...
Planning Sales Call Improves Success | Effective Sales Planning Training
Different decision influencers need to be approached in different ways. Forgetting to plan the objective of each sales contact or setting...
Understanding Influencers’ Perceptions and Values | Effective Selling Skills
People make decisions emotionally and justify them with logic. But perceptions drive the emotions. For thousands of years, the perception...