One of the keys to successful prospecting is to *not* set any sales goals. Setting goals is a good practice. But don’t set a *sales* goal for your prospecting efforts. There’s a major problem with setting a sales...
Read MoreSelling should be effortless. But it’s not for most people. Which is why our jobs as salesmen exist. Because if selling were really easy, we wouldn’t get paid well to do it ? Some sales are effortless though....
Read MoreSlick salesmen are not trusted. If you look too good, sound too professional, or have absolutely everything "just right", then it sends off a warning bell in the back of your prospect’s mind. Something’s...
Read MoreEver notice how some people say "umm" a lot when they are speaking? This particularly is a problem for some people when they are doing what is commonly referred to as "public speaking". But it’s also a...
Read MoreEvery year I see many sales reps get all fired up to start prospecting and fill up their pipelines. Prospecting is a very important part of a salesman’s job. So is selling. In the big picture, there are two ways to...
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