Essential Pre-Meeting Pre-qualification Of Prospects
8. Make Time For Preparation 11,2010
In advance of the meeting the seller should ask the following questions to pre-qualify the prospect.
Make It Easy To Say ‘No’!
7. Make It Easy To Say ‘No’ 11,2010
ll too often weeks can be wasted chasing ‘ghost opportunities’ when you would be far better off knowing if your solution is at present not suitable or your timing is wrong.
Making Sure You Only Meet With Real Prospects
8. Make Time For Preparation, Before The Meeting 10,2010
When it comes to making sure you only meet with people who are genuine prospects, there are certain inevitable challenges you will have to overcome…
Let’s Get Real, or Let’s Not Play – transforming the buyer-seller relationship
Uncategorized 08,2010
Relationships between buyers and sellers are often dysfunctional, often being motivated by fear. For the buyer that is the fear of being talked into buying the wrong solution. For the salesperson it is the fear of missing target. Rather than working together for a win-win outcome, both sides are often pulling against each other. However, [...]
How to Maximise the Success of Your Sales Calls
During The Meeting 06,2010
In the present environment, salespeople are delighted with the opportunity to meet with anybody who expresses an interest. But, what exactly is the purpose of that first meeting and how to maximise its success? For example, how speedily can you qualify the opportunity? To help you we have pulled some of the key points from [...]