How to Handle Indecisive Prospects
When we think about how to handle indecisive prospects, we each have to recognize our own tolerance for pain. How long am I willing to chase? How long am I
Category
Communication
When Prospects Don’t Respond
When prospects don't respond, think in terms of what gets your attention, what gets you to respond? What makes you want to respond when someone else is reaching out to
Selling Beyond Features and Benefits
When we talk about selling beyond features and benefits, we did sort of discuss the idea of trying to elicit some emotions from people. try to find out what they
Initiating First Contact with a New Prospect
I think just the idea of initiating first contact versus cold call is a lot more exciting. It's a lot less intimidating in most cases. I started using that phrase
Is Customer Service Dead?
Technology can either help customer service a whole lot, or it can harm it a whole lot, depending on how it's used. It's like a weapon. You can use a
Reactivating Your Client Base
Reactivating your client base is easier when you create a community. This is overlooked by a lot of business people. If you're interested in keeping your clients engaged and interacting,
Alternatives to Cold Calling
When we’re looking for alternatives to cold calling, we don’t want to turn the alternatives into something as clumsy and uncomfortable as a typical cold call. Right? Because a lot
Reimagining the Essentials of Sales and Marketing
David: Hi and welcome to the podcast. Today, co-host Jay McFarland and I will be discussing reimagining the essentials. Welcome, Jay. Good to have you here. Jay: It's so good to
Creating Customer Loyalty in the Mind of the Client
Creating customer loyalty? "Oh yes. I'm all about building relationships." Until I sell you something and then I'm off doing the next thing, and I forget about you completely, until