Congratulations! Your prospecting efforts have paid off and you’ve set up your first meeting with the prospective client. Now comes the fun part because you’re going to start building relationships, selling and enjoying success. First impressions matter and your initial contact will determine whether or not you go any further for several reasons: Judging the book by its […]
Dictionary.com defines a prospect as “a potential or likely customer.” By extension, prospecting is the act of searching for potential or likely customers in hopes of setting up an initial meeting. How salespeople go about prospecting varies by industry, product or service, and personality. Here are just a few ways in which salespeople tackle prospecting: Cold calls – […]
Selling, like most endeavors you want to succeed at in life, requires a disciplined process, sharp skills, and good planning. Just as there are specific sales skills that need to be honed through continuous learning and practice there are parts of the sales cycle that require attention and planning. Sharpening your sales skills and refining […]
This month our “Influencers from Around the World” post comes from Marco Germani. Marco is a native of Italy, originally hailing from Rome. He’s been a fan of influence for decades and wrote a book on the subject in Italian. The father of two youngsters, he now gets to apply his influence skills outside of […]
Last year I discovered the work of Ken Burns. If that name is familiar it might be because of the notoriety he gained in the early 1990s with his PBS documentaries The Civil War and Baseball. I watched both and was fascinated! In addition to those I’ve passed considerable hours on the treadmill watching his documentaries on The West, The Dustbowl, […]
I’m a big social media user. I particularly enjoy Facebook because in my opinion it’s more personal than all of the other social media sites I use. I like that I can get to know people in a much more intimate way and that they can get to know me, too, because I’m the same […]
“There’s a special rung in hell reserved for people who waste good scotch.” If you saw the movie Inglorious Bastards, you might recall that quote. A good friend introduced me to scotch a little over a year ago. I’d never tried the drink before but was willing to give it a try when he brought […]
To kick off the New Year, our Influencers from Around the World series starts with Sean Patrick. Sean is originally from Dublin, Ireland, but now resides in London where he works in sales and sales management. You can connect with Sean on LinkedIn or Twitter. Sean also owns a sales training and coaching company, SPT […]
If you’re like many people then you’ll be making New Year’s resolutions in a few days and if you’re like most of those same people you’ll be breaking your resolutions within a few days. According to one study, more than half the people who make resolutions are confident of achieving them, yet barely more than […]
Imagine this scene on a busy street in New York City. Two guys are walking toward each other, and the following ensues: Guy 1: Hey man, I’m from New York! Are you? Guy 2: F%#@ you buddy. I’m from Brooklyn! Trying to connect with someone based on what you have in common—similarities—is an effective way […]
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