by Bill Stinnett | Nov 14, 2022 | Uncategorized
1.Understand the world your customer is living in.You need to think like your customer, imagine what it’s like to be a customer in today’s world. Let’s imagine for a second that you are on the other side of the desk, and sales people are calling you. Let’s imagine...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
Some prospects are just harder to reach than others. Sometimes it’s because they’re at a higher level in your customer’s organization than you usually call on, or they’re protected by an executive assistant or two, or they may be the type of people...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
Each new year brings with it an opportunity to evaluate how you and your sales team have performed over the past 12 months and to think about what the coming year might bring. However, for many of us who make our living in the selling profession, this past year is a...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
A participant in one of our recent workshops emailed me with a very interesting dilemma. He explained that he was working with a prospect that was “dragging him through the mud.” He’d had a few calls with a few different people who each gave different answers to...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
For many sales people, the fear of cold calling is only slightly less than that of death-by-drowning or public speaking. The idea of contacting a prospect by phone for the first time may cause even the most aggressive sales rep to break out in hives. The good news is...
