Tag Archive for: sales process

How To Talk To Prospects Even When They Say “No”

Bill and Bryan address an email question they received from a listener who is being asked by his manager to keep contacting people even though they said, “No” the first time. What do you do?

Which brings up an even bigger question: How to follow up with people without being a pest? Bill and Bryan tackle this issue head on.

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**PROGRAM NOTE: We mentioned having Marshall Goldsmith on next week. He will actually be on the podcast released on March 12. Sorry for delay, but it’ll be a great interview.

 

The High Personal Cost of ‘Assuming’ a Sale

As you look at your opportunities, it’s our guess that over one half of them have problems. No, not problems with the prospects themselves. But problems with the process you’ve taken them through.

In this episode, Bryan and Bill break down one of the most frequent problems we see when we coach sales people: the assumptive attitude.

That’s when you mistakenly assume you’re further along the sales cycle than you actually are.

You’ll learn:

  1. How to identify which of these prospects have issues
  2. What to do about them

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