The 3R’s of Prospecting: Relationships, Referrals, Results
Prospecting for customers is more than hunting and cold calling. Business development is a process that focuses on the 3R's: Relationships, Referrals and Results.
Category: Sales
Sales Tactic: Use A Door Opener
Customers mitigate major purchase decisions by hedging. It's a natural part of the buying cycle. Instead of fighting or avoiding the hedge, use a Door Opener to initiate the sale.
The Best Time To Start Customer Relationships
The best time to initiate customer relationships is three years before they need you. Instead of competing for existing demand, build relationships so your customers call you first when they're ready to buy.
Two Stages of Demand Generation
Generating leads for your business has two fundamental components: attraction and engagement. Each on its own is not enough. You’ve got to put them together in creative ways to make your brand more findable, referable, memorable and desirable.
A-B-C: Always Be Connecting
A-B-C, Always Be Closing is bad advice. If you don’t have the relationships, you don’t stand a chance. It’s time to change the selling alphabet. It’s not about closing, it’s about connecting.
Overcoming Sales Objections
Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
Sales And Marketing Are One
Sales and Marketing are one in your customers' eyes. The challenge is sales and marketing are functionally very different roles. To create consistent client experiences, get your entire leadership involved in business development.
The #1 Sales Obstacle: INACTION
The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
Business People Who Sell
Customers don’t want sales people, they want business people who solve problems.Who has time for slick talking, no substance sales guys? No one. Who has time to spend countless hours golfing, lunching and socializing? I can’t think of many. As Tim Sanders related on his blog, "Don't invite me to lunch if you want to sell me something. Set an appointment at my office to come pitch me if you really want my business!"
Sales Training Programs Are Outdated
It’s time for sales forces to find a new playbook. The sales training programs available in the market are showing ...
Making Your Customers’ Shortlist
One of the great challenges of the information age is information overload. We have access to too much information ...
Sales Quotas Aren’t Hit On The Golf Course
There used to be a time when selling was a social activity. Sales people tracked their clients’ birthdays and ...
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Jeremy Miller
Top 30 Brand Guru
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