Blog Archives

Have A Laugh Fridays – DO NOT Sell Like This!

This is pure gold! DO NOT do this on a sales call. Have a great weekend!

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Getting coffee is not a sales strategy

I enjoyed reading Lloyd’s take on sales strategy this morning. Have a great day!

The Business of Social Games and Casino

One issue I find perpetually frustrating is how often companies neglect the goal of their sales efforts: Getting a deal. As someone who has been on both sides of the fence—initiating partnerships and being sold to –—I am particularly sensitive when I see people making fundamental mistakes.

Focus on the goal

The first manifestation of this problem is when people focus on arranging meetings (or calls), rather than qualifying potential partners and seeing if there is a reason to meet. There is no value in a meeting just for meeting’s sake.

Trade shows are a great example of people losing track of the goal. Prior to a major trade show, even if I am not attending, I got multiple meeting requests. Very rarely do people try to qualify whether or not it is worth their time meeting. Given that everyone has a limited schedule, they are potentially not only wasting 30…

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The Five Star 5 – Best Prospect Excuses

Sometimes things don’t quite go the way that you would like with your prospects. Objections are not necessarily fun but can often still be buying signals.

Knowing when to move forward and eventually closing a sale is the key. Equally important is knowing when to cut your losses and move on.

Here are the top 5 things that I don’t want to hear from prospects:

– Can I have one of your cards and I will call when you later?
– Is that the best you can do on price?
– We don’t have the budget for your products at this time
– I just bought from one of your competitors
– I am busy right now, call me back in XX weeks

– Bonus – I show up for an appointment – “I’m sorry Mr. Smith is not in”.

What don’t you like to hear from prospects but they have still purchased from you eventually?