Tag Archive for: sales process

When Prospects Nudge You Off Balance

Sometimes referred to as a “knee-jerk reaction”, this happens when the prospect gets us off-balance by how they behave – or by what they say. In the sales process, it can happen in many places but the WORST thing you can do is “react.”

In this podcast, Bill and Bryan select five areas where they’ve seen salespeople react in a “knee-jerk” fashion and give you some ideas on how to solve them.

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You’ve just written an email to a prospect who’s not calling you back. 
You get ready to hit SEND…but as you read it again, you realize it just doesn’t quite capture your thoughts. Here’s our advice: STOP – Don’t SEND! Instead, read EMAIL IT!, 
The Seller’s Guide to Emails That Work.
http://emailitsellersguide.com/

Are You Disconnected From Reality?

I’m sure there’s a name for this condition…but we’re wondering sometimes how disconnected salespeople are from the reality of the sales process—and the prospect. To us, there is a massive disconnect that begins almost immediately between salesperson and prospect. And to not address it is to abdicate control—and lose the sale. But there is a better way, and in this podcast, Bill and Bryan reveal it.