Archives for January 2015

Customers value salespeople and consultants who make them think and bring new ideas. The best way to do that is to ask questions that others are unable or unwilling to ask. And where do these questions come from you may ask. They come from your technical expertise, your knowledge of the industry, or your knowledge of the prospect and his or her business. The best use of your knowledge is a base from which to ask questions, not a repository of information from which to make a presentation.

It’s not about when you need it to close. It’s not about when you want it to close. Watch this 1 minute 4 second video and discover how know exactly when to close. The proper time to close is when the prospect is ready and you have completed the qualification steps in your sales process. If you try to close too soon you look pushy. If you wait too long you look disinterested and risk losing the account after you have spent time and resources nurturing it.

When your pipeline contains too many deals which are unqualified and may never close, it will give you a bloated feeling. You know … sluggish, tired, feeling like you are getting nowhere. Pipeline bloat will slow you down and waste your valuable time making follow up calls and getting put off after put off. It is not only discouraging, its time consuming and not very much fun. Clean out your pipeline this week. Watch this video to get an idea how to do it. You may get a lot of no’s but you will be much more efficient and have a much more accurate forecast of future revenue. You will also learn how much work you need to do to rebuild the pipeline and close the deals you need to close to meet your financial goals. Besides that it is a lot of fun.