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Reverse Prospecting

I’ve just invented a new catch-phrase "” Reverse Prospecting "” and if you like the concept, you’re welcome to steal it from me. Anyone who has been in B2B sales for any length of time appreciates the fact that no matter how great your selling skills are, if you don’t have someone to use them […]

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Taking Your Prospect’s Temperature

Why in the world would you want to take your prospect’s temperature? You’re not a doctor. Well, it’s not your prospect’s body temperature I’m suggesting you take. It’s your prospect’s buying temperature. Testing the Water Just like you might test the water before you jump into a swimming pool to see if the water temperature […]

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Stop Talking to PWOTs

If you’re going to sell anything, you must deal with real prospects. Your challenge as a salesperson is to separate the real prospects from the unreal ones. That’s what qualifying a prospect is all about. Finding real prospects is not difficult but too few salespeople do it and end up wasting their time trying to […]

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Beware of the Nibbler

If you’ve been in sales for any length of time, it’s highly likely that you’ve had a run-in with at least one “nibbler.” No, a nibbler isn’t a person who nibbles on your ear (don’t you wish!); it’s someone who nibbles at the deal you’ve just made. Nibblers are different than hagglers. Hagglers want to […]

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Fear Sells So Sell Fear

Any marketing person will tell you that sex sells. Well, I’m here to tell you that sex doesn’t sell; sex simply gets your attention. After your attention has been aroused, it’s one of the other two primary motivators, or dominant buying motives, that drives you to buy. Those two dominant buying motives are desire for […]

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