Here's a question that one of my contacts asked recently that I thought I would share with you, "So I have got past the gatekeeper - after the introduction, what are the first 15 words (or so) I say to a prospect that's going to get them hooked into a conversation?" And here's my answer... One of the questions I always ask delegates in sales training seminars is, "How long do you have to make a first impression?" The answer they give me varies but is always no more than a handful of seconds. In today's world, people make decisions very … [Read more...]
What Are The First 15 Words To Say To A Prospect To Get Them Hooked Into A Conversation?
June 29, 2010 By Leave a Comment
How Do I Get Myself Motivated To Sell More?
August 30, 2008 By 16 Comments
Few people would argue that motivated salespeople and business people sell more. Wandering around looking like the world is out to get you and with your chin dragging along the floor never helped anyone to be a sales superstar and it never will. Your attitude, your mindset and your approach will always play a huge part in helping you to smash your targets and build the business and the life that you desire. When I am invited to companies as a motivational speaker or sales development consultant one of the most common questions asked by sales … [Read more...]
What Are Your Favourite Sales Questions?
August 22, 2008 By 33 Comments
All sales training experts and sales gurus alike, myself included, extol the virtues of asking good questions. Asking the right question can develop rapport, increase credibility and turn a sale around. As part of my Real World Sales Tips project I thought that it would be fun to find out what your favourite questions are to ask your clients and prospects. To get you started here are a few from Real World Sales Skills... How do you currently go about...? How long have you been operating that way? When you considered the options … [Read more...]
Should Cold Callers Ask, “How Are You Today?”
March 22, 2007 By 5 Comments
Should we ask, "How are you?" at the start of a cold call? It's a great question and one which salespeople and sales trainers alike are split on! Do you want to sound disingenuous? Whilst accepting that there are always exceptions to every rule, I'm on the not side. My main reason is that most salespeople do not sound like they mean it and most potential clients think it's disingenuous! Here's a real conversation that took place from one of my delegates on a course who would not stop asking this question... Sales: "Hello X, … [Read more...]
