Tag: sales conversations

The Gist:

• It is critically important to guide your clients through the conversations necessary to improving their results.
• It’s also important that you have the right conversations at the right time.
• Time each conversation based on its…

The Gist:

• Your contacts may try to skip conversations that would help them pursue the better results they need.
• Because you know what's necessary, it is important that you prevent the client from making mistakes they could have avoided.
…

The Gist

• Your legacy approach fails because objections you often hear are not real, rather designed to mask that the client believes the meeting is a waste of time and not going to create enough value.
• Objections come with real concerns…

You call your dream client to ask them for a meeting. After you pitch them on the value of a meeting, they say: “Can you email me some information?” You tell them you can’t send anything, rejecting their very first request, and ensuring they…

From time to time, your dream client will answer your cold call and ask you to tell them a little about your company and what you do. You will be tempted to respond to that question by answering it, responding to the prompts you were given. You…

In business-to-business sales, most decisions are made by consensus. There often isn’t a single decision-maker. Instead, there are teams of subject matter experts who make the decision together. These decision-influencers all spend more time…