Prospecting. The hunt for New Business
Prospects are found in four main ways. Enquiries When someone completes a form on your website or gives your company a call, they are interested in what you have to offer. These prospects are called “warm”. They have identified either an issue in their business …
Introduction To Professional Selling
What is Professional Selling? Let’s start by defining what professional selling actually is. Professional Selling is the process by which you, the seller, identify and explore business requirements of a prospect and align these to the goods (products and/or services) that you are selling. Once …
High and Wide – Understanding the People in the Business
When you’re selling to business you’ll often aim to contact a specific person, or a single person will contact you. This person naturally becomes your main point of contact for the sales opportunity. However, for the opportunity to close successfully, this person must not be …
Keeping Promises is Crucial in Business
Throughout the sales process, your customer will need things from you. This might be a document, some analysis, a reference or case study, or anything else. As a sales person you will almost instinctively say “yes” and agree to deliver them what they want. Then, …
4 Key Qualification Identifiers – Budget, Authority, Need, Timeframe
One of the first actions to take when presented with a new prospect is to qualify them. Accurately qualifying a prospect will make the rest of the sales cycle a lot easier. And, it’s certainly OK to qualify out a prospect and maybe move them …
10 Tips to Professional Selling Success
We’re working on an eBook that will make you the envy of your sales colleagues. “10 Tips to Professional Selling Success” will help you navigate the lesser known details of a sale, to help you close quicker, and for more value, so you can rock your commission check!
