4 Steps to Great Rapport
Building rapport is an essential part of selling. It’s not just about warming someone up before a sales pitch, but actually the ground that supports any good relationship. If you don’t have a working...
View ArticleEmpowering People to Want to Switch Brands
A number of psychological experiments have shown that buyers who felt empowered were more willing to change brands or switch vendors. The post Empowering People to Want to Switch Brands appeared first...
View ArticlePop Quiz
Does this scenario sound familiar? “She’s not in. Can I put you into her voicemail?” Imagine you’re calling manufacturers, prospecting for new sales opportunities. You ask to speak with the person in...
View Article4 Things Prospects Don’t Want You to Know
What comes to mind when you visualize the prospecting process? You might see a funnel with prospects going into the wide end and new accounts emerging one by one from the small end. That’s the typical...
View ArticleA simple technique for getting people’s support
Almost everyone appreciates compliments, and hearing a favorable remark will often inspire someone to make the effort to live up to that compliment. For example, if you’re trying to get a Gatekeeper at...
View ArticleConversational Pointers from One of the World’s Best Interviewers
She’s very, very good at getting people to open up and talk about sensitive, revealing subjects. Over four decades she’s been interviewing politicians, business leaders and entertainment icons of all...
View ArticleA Swiss Army Knife
In selling, questions play a central role. They’re the sales pro’s Swiss Army knife. You’ve got a multi-faceted tool that you can employ in almost any situation. Questions are the tools you use to ask...
View ArticleWhat’s This About?
You’ve been making prospecting calls for the last hour and haven’t reached a single decision maker. All of a sudden on your next attempt, you’re transferred to the head of finance at a good-sized...
View ArticleThe Warm Hand Of The Familiar
Have you noticed we’re living in a world of short attention spans and constant distractions? But maybe you were busy checking email or Facebook and didn’t notice. Distraction and the pull of novelty...
View ArticleWhy incubating sales leads makes such a huge difference
Anyone who earns their living in sales (or has seen the movie Glengarry Glen Ross) knows that not all leads are the same. Some are “sales ready” from the get-go and others need to be nurtured and...
View ArticleThe Door You Want To Open
Think your prospecting emails might be landing in the same folder as those confidential requests from that Nigerian prince? Take heart, today we’re going to show you seven proven strategies to get your...
View ArticleWe’re Gonna Need a Bigger Boat
Are we? When we realize that the challenge before us is more daunting or complex than we thought, the tendency is to want to throw more resources at it – more money – enlarge the team – extend the...
View ArticleDon’t Let the Perfect be the Enemy of the Good
Hey readers, this is our one hundredth issue of MarketPulse! To celebrate we wanted to do something special, so we decided to focus on excellence, flawlessness, impeccability, and getting things 100%...
View ArticleBarriers to Bridges: How to use people’s resistance and disinterest to turn...
We might be addressing others at an important sales presentation, the monthly sales coaching session, or an annual conference. We want the audience to give us their rapt and undivided attention. But...
View ArticleThe Joy of Cold Calling
Really. What’s so cold about cold calling anyway? Some say it’s because the recipient is caught “cold.” They had no expectation you’d be calling, so they’re unprepared, and perhaps a bit surprised. To...
View ArticleA Cure for the Tyranny of Prospecting
The bitter taste of rejection, frustration, and discouragement makes prospecting for new accounts feel like the last thing anybody wants to be doing. Those negative feelings – or the fear of...
View ArticleA Better Value Proposition
Sales guru Jill Konrath has a lot to teach us about crafting a strong Value Proposition. But her key point is very simple: Your message has to make the intangible tangible. Whether you’re selling to...
View Article4 Amazingly Effective Openings for Your Sales Presentation
You’ve landed your meeting with the CFO. She and her team are all assembled and ready to listen. Barely five minutes into your presentation, you see the disenchanted looks on people’s faces and...
View ArticleAre You Falling For These 3 Lies Prospects Love to Tell?
“Everyone lies,” as TV’s master diagnostician, Dr. Gregory House, famously noted. We all do it. Often we’re just being tactful. Telling someone we’re about to walk into a meeting can be an expedient...
View ArticleFinding the Fly in the Ointment
I saw this in a recent webinar, and it didn’t surprise me at all: 60% of sales opportunities with executives result in no change – the buyer ends up sticking with the status quo. For commercial...
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