Learn how active listening can revolutionize your sales techniques and boost business development success.
...A Referred Client Prospect left you a message indicating that one of your clients or friends, whom we’ll call a Referral Agent, suggested they should contact you. They may or may not reveal the reasoning behind the need to chat; usually, I find they don’t. Instead, they leave a phone number and a short message …
Embarking on negotiations is akin to stepping onto the dance floor. It requires finesse, intuition, and a deep understanding of the steps that lead to a dancing-with-the-stars quality performance. Welcome to Part II of my contract negotiation tactics and strategies series. If you missed Part I, Contract Negotiation Strategies: The Science Of Getting What You …
The Importance of Effective Networking Strategies You’ve probably heard it a thousand times: networking is crucial. But have you ever taken a minute to ask yourself why? Simply put, if you’re not constantly networking, you’re limiting your reach, your opportunities, and your potential growth.People who fail to “keep in touch” often find themselves feeling like they’re …
Today’s post is the final installment of our three-part series — LinkedIn Sales Prospecting for Introverts. If you missed the first post, Building Connections That Matter, or the second post, How To Leverage Content Marketing Strategies On LinkedIn To Attract Qualified Prospects, feel free to read those before continuing on to today’s post, Introvert-Friendly LinkedIn …
Introverts, rejoice! Sales prospecting doesn’t have to be a daunting task, and LinkedIn, like other social media sites, offers the perfect platform to help you build meaningful connections and leverage your introverted strengths. As a fellow introvert, I’m here to share a few practical tips that have worked for me and others in the business …
Networking has always been essential to growing your personal and professional brand. But for introverts like me, networking, especially the sales prospecting and nurturing variety, doesn’t sound fun. Luckily, the digital landscape offers many networking opportunities for introverts that want to connect with qualified prospects by curating and sharing high-quality digital content that your prospects …
At a minimum, social media, email, and texting are the new phone. They’re both inbound and outbound marketing tools to contact and communicate with sales prospects. Are they always the best phone to use for all contacts? Certainly not, but they do allow you to call more prospects in a day than you’d likely be …
A few months ago, we published, How To Sell Your Agency’s Services Even When You Hate Selling, where I shared a 5-Step process to enable any advertising, public relations or digital agency owner or business development director to immediately sell more effectively AND actually enjoy it. Over the last few months I have had a ton …
Let’s face it. When you’re a solopreneur, every minute you spend chasing a new client, customer, or sale that doesn’t convert is wasted. You’ll never get that minute back, you can’t use it to chase down another sales prospect that will convert and you can’t sell that time to any existing customers or clients. I’ve spent …
With virtual selling becoming the norm vs the exception, it’s never been more important to understand how to leverage digital channels like email to nurture at scale. However, a quick Google search for “best sales nurturing email templates” quickly reveals a glaring issue in every nurturing template you’ll find — none of them are truly …
They say you only get one chance to make a first impression. And in the world of virtual sales prospecting, the punishment for failing to make a good first impression could just end up eliminating your ability to communicate with the person you’re trying to connect with forever. So, let’s talk about how to make …
Love it or hate it, virtual presenting is here for the long haul and YOU need to be good at it. That’s what the smart folks over at Gartner Research think. And honestly, after looking at all of the various data I’ve seen published since the COVID-19 pandemic began, I think they’re right. But don’t take my …
“What are the best ways to build rapport with customers or prospects during a virtual sales call or meeting?” – a great question answered in this post.
...On a recent virtual selling webinar we delivered one of the attendees asked “Do you have any suggestions on how to cut through the high-volume message clutter and information overload suffered by potential prospects?” Rather than limit my answer just to that individual, I thought I would share it with you too. So here are …
Recently I ran across and interesting discussion on LinkedIn about the effectiveness of cold calls — or maybe better stated — lack of effectiveness. One comment in particular jumped out at me and really got me to thinking about a future where the cold call could again be an effective outbound sales prospecting tool. Every …
Marketing has always had its 4P’s, and now Sales has its 5P’s – a proven relationship first approach to consistently closing more deals with less work.
...Is Patience simply a virtue or is there real profitability in a patient sales prospecting/closing approach?
...Are you properly prepared to develop stronger interpersonal relationships with your sales prospects to improve the effectiveness of your lead nurturing?
If not, read on…
...To Sell Greatly, a salesperson has to be relationship first. And the most important skill in building strong, enduring relationships is the ability to be a good listener. Ironically, most of us are terrible listeners. It’s like we completely understand the importance of listening well, but we just can’t bring ourselves to actually do it …
How does the Millennial style of communication hold up in the world of sales, which depends so much on interpersonal relationships and the soft skills that make sales happen? More on that here.
...What Are The Advantages of Face-to-Face Meetings? While everyone loves the ability of technology to scale our sales efforts, save time and my personal favorite, call on sales prospects all around the globe while sleeping in my own bed each night, the simple truth is, nothing closes a deal like a great face-to-face meeting with …
For people that wish they could Sell Greatly, here is a a simple process for quickly creating empathy-based connections with sales prospects that creates conversations that turn into customers.
...If you hate sales prospecting… making cold calls… sending cold emails… and interrupting folks in their social media inboxes… then you should read this post.
...In a world of marketing automation, artificial intelligence (AI), and mass personalization, human beings are craving connection. But you can’t mass produce connection.
But the good news is… it doesn’t have to for you to succeed in sales. Read On….
...