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Legend Development Services, Inc. | Hauppauge, NY
 

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Prospecting & Qualifying

What if you could increase your conversion rates just by understanding how your clients think? It's not as difficult as you might think.

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

Many of us in sales use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically?

Most of us are taught as kids to politely answer questions from authority figures. But in our professional lives, effective questioning uncovers the real intent behind a question. This uncovers information that helps you to prepare for moving forward or moving on.

Eight simple questions about your personal approach to prospecting

 

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.

 

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

 

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.

 

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. Brian is an award-winning Sandler Trainer in San Diego, CA.