On Latent Dissatisfaction and Dissatisfaction

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The primary reason insight-based selling is so hot right now is because there is so much latent dissatisfaction. It’s difficult to create opportunities without a reason to change. Your prospective clients have plenty to be dissatisfied about, but they may not yet be aware of how … [Read more...]

Don’t Bother Your Prospect

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If you don't want to bother your prospect client then don't bother them. But know that you are not bothering your client when, as your deal nears the end of the buying process, you follow up to ensure that they don't still need something from you. Your Two Choices You're … [Read more...]

Stop Leading With Price

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Sometimes we sell price without meaning to. We are prospecting and ask the client what they’re paying their present supplier. Or we find out that the prospect placed an order with someone instead of us, and so we ask what they paid for that particular order. Who is making the … [Read more...]

Go On a Charm Offensive

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There’s an old joke that goes like this. A man dies and St. Peter greets him at the gates of Heaven. St. Peter tells the new arrival that his record is good, but that he still has free will and can choose between Heaven and Hell. But before he does, he’ll have the opportunity to … [Read more...]

Prospecting is a Campaign

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Prospecting isn't an event. Prospecting isn’t something that you do one time in an attempt to open an opportunity in a relationship with your dream client. Prospecting is a campaign. You know I’m still a big fan of cold calling (download my free e-book here). But cold calling by … [Read more...]

It’s Okay to Want a Deal. It’s Not Okay to Need One.

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It’s okay to want a deal. It’s not okay to need a deal. If you need a deal, then you won’t qualify your prospective client. You’ll choose something less than your dream client, the prospective client for whom you can create breath-taking, earth-shattering, jaw-dropping results. … [Read more...]

How to Upgrade Your Targets

How to Upgrade Your Targets

Take a look at your target list. Some of the “prospects” on that list have been there for years. Many of them experienced changes in their business and no longer buy much of what you sell. A few of them don’t buy at all. They’re no longer prospects. Some of these “prospects” … [Read more...]