Blog Archives

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?

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My Video Sales and Golf – It’s Not All About The “Driver”

This video discusses some similarities that I see between playing golf, and the sales profession. A golf hole is not complete until the ball goes in to the hole, and a sale is not complete until the customer commits!

Take some time to think about this as you play your next round of golf, or attempt to close your next sale! Have a great day…

Educate

I “met” Mark online a couple of months back, and have been enjoying his blog ever since. Turns out we “travel in some of the same circles” online in the sales space!

I really enjoyed this post about educating during the sales process. Often, people forget this critical step.

Thanks Mark!

Mark McCarthy's Blog

Educate

Educate.  It’s part of the sales process many can’t get used to.

But sales people have to do it.

Sure there’s lot of  buzz and research about how prospects do all this learning  online about a business before they even get to a sales person.  I’ve preached that research before myself.  But I’m not buying that it is entirely true hook, line and sinker any more. 

I keep hearing prospects confused, unsure or frustrated about certain services or products.  I keep hearing prospects so busy at work and so inundated with messaging and marketing- they don’t have time to research and learn. 

If you are a company selling somewhat abstract  services like money management, digital marketing, brand development, risk avoidance, sales training, marketing solutions and the list goes on – you have to understand that many prospects just really…don’t understand. 

These prospects aren’t going to shout this…

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