Blog
“Said the Sales Coach to the sales-per-son… Do you KNOW what I KNOW?” As seen in this month’s EntreQuest sales training video, Sales Coach Jeremy Steinberg is wrapping up referrals for the people on his B2B gift list. When it comes to delivering your company’s presence through presents this holiday, what are your thoughts? What has worked best for you in [...]
“Sorry, we don’t have a budget for that.” What do you do when you hear this well worn objection? First, don’t buy into this being an actual legitimate objection. Instead, go back to peeling the onion. Test the theory that it’s actually an objection. Peel the onion away to find out if having a budget [...]
There is a difference between a cause and a purpose. Salespeople who fail to distinguish the difference between being purpose-driven and cause-driven will never be seen as a trusted partner. Purpose is a huge driving force, not only in sales but also in leadership development. Purpose is a commitment to potentialities. Cause is a commitment [...]
So you are talking with a prospect experiencing significant pain. You know he needs what you are selling – but doesn’t know it yet. How do you get him to come to that decision? Should you tell him what he needs? Or should intelligent salespeople ask prospects what they need, and then bring them around [...]
Let’s talk about the process of overcoming objections, which we call “align and redirect.” First, we all know that objections are a part of sales. “No money, not the decision maker, wrong timing, have a similar solution, too complicated.” Many salespeople want to redirect a prospect’s attention the moment he or she raises an objection, [...]
What is the danger of using demos, presentations and collateral? The danger is that most people use demos, presentations and collateral as a substitute for having a well thought-out and well executed sales strategy. PowerPoint can be one of the single most effective communication tools, but it is misused by 80-90% of people using it. [...]
How do you get past the gatekeeper? There are three basic rules. But before we get to those three rules, there’s something you must understand: who is the gatekeeper? Traditionally, the gatekeeper has been a secretary, receptionist or some other live person. Although these roles still exists, the majority of the gatekeepers today are not [...]
How do you ensure that you will be successful at networking events? The key phrase to remember is that you need to be interested, not interesting. That should set you apart, because everybody else is there with the other agenda of being interesting. The amount of knowledge that you can generate by being interested will [...]
Dealing with hard-ball negotiators. The key to dealing with hard-ballers is playing their game, on terms that they think are their terms, but arriving at your outcome. All hard-ballers want to do is extract a pint of blood. Some people do it because they really like saving the money, and some do it for the [...]
Here’s the deal with RFPs. You need to delete every RFP that hits your inbox, unless you helped to write it. Why? Because the RFP process typically does not allow you to connect with a decision-maker. Some RFPs will. There is query period, and if you can get a meeting in that query period, and [...]