Most of us are busy, busy, busy. The economy is strong and customers are expecting shorter lead times and lower prices. As we review client customer lists we often see way too many small customers. The 80/20 concept works. Focus your energy and time on the 20% of your customers that produce 80% of your… Read more »
Category: Prospects
What’s Your Story?
Not long ago I was coaching a young salesman and we made a joint call on strong prospect. He did a good job starting the call, asking great questions and listening. Then, he told a story that so mirrored what this new prospect was looking for I just sat in awe. Finally, as my young… Read more »
Don’t Waste the Next Two weeks…
It’s coming to that time of year when things begin to slow down. Current prospects become unavailable. More time is spent finding Christmas presents and decorations. Generally, many people begin slipping out of high gear. By the time we reach the week between Christmas and New Year’s we are almost in “PARK”. So, wrap up… Read more »
New customers; how do I find them?
This is the time of year you get a request from your boss to choose target accounts you will sell in the upcoming year. To avoid this becoming a very haphazard exercise, here are few steps to speed the process along. Not everyone is prospect for your product or service. Believe it, or not, some… Read more »
Hunting Season Is Upon Us!
There seems to be confusion around the definition of “hunting” for new business. We all know a “hunter” typically finds new customers. What about hunting within our current customer base for new business? Let me begin by saying that when helping clients find a new sales rep we come across few true ““hunters”. In fact,… Read more »
You’re Fired! (not just for The Apprentice)
One of the things we continue to impress upon our coaching clients is how to qualify prospects. More succinctly; how do you know when to fire a prospect? Undoubtedly, this is our most difficult decision. When do you tell a prospect; you’re fired! Here are some tell-tale signs that will help you make that decision…. Read more »