No Dry Wells! Pre-qualifying business leads at the highest level

Thanks for stopping by. Today I’m talking about going on appointments and pre-qualifying your business prospects at the highest level and ensuring that you make a sale.

Why is change such a challenge?

Many business professionals are successful but still face the challenge of kicking bad work or personal habits and developing helpful ones. Why is it so difficult to create new positive changes quickly? Why do we fall back to old habits? How can you stop the madness? Glad you asked.

In a majority of cases, change takes place more quickly and long term when Continue reading

Sales teams that don’t adapt, don’t sell

Recently I provided sales performance coaching to the owner of a skin care company with an unusual product line that targeted people with sensitive skin and athletes. Within 90 days I taught her to focus on understanding personality styles, nonverbal and verbal cues, and other sales methods which led to a 45 percent sales increase. Not bad for a short amount of time.

What this business owner didn’t understand before the coaching was that people’s buying habits and needs have changed since 2008 because of some of the worst economic times we’ve seen in 100 years.

What we use to get away with in sales and management before 2008 is not effective now and will not be effective in the coming years.
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Prospecting is a game of accuracy

Prospecting is a game of accuracyYou can not hit a target unless you know what you are aiming for. Better accuracy occurs with a clear concise target. As a professional sales person if you waste time with a suspect that you think is a prospect that will turn into a lead you have just lost a lot of time and money. When we do not have enough business we lose the accuracy of our prospecting efforts and we get desperate. Just because a person would like to speak to you about your product or service does not qualify them to be a lead. Here is a question, do you have a well defined standard for your leads? The higher the goal, the higher the standard you need to have when you prospect for leads. When you get a name that you have not pre-qualified it starts out as a suspect. When you speak with them it becomes either a prospect or a name that goes into the trash can.
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