The “I don’t have time” objection – in the mirror

When you are prospecting, some objections are predictable. “I don’t have time…” is one of them. The funny thing about this objection is how often I hear it from SALESPEOPLE with respect to finding time to do prospecting work. Lets not sugar coat this… It is a load of BS!! I usually hear the objection…

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An Overview of the Steps of the Sales Process

This post is part of an 8-part series on the steps of the sales process.  Click here to see the full series. An Overview of the Steps of the Sales Process The sales cycle – or the time from the first attempted contact with a specific prospect until the time that a sale is made…

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Generating Leads – The First Step of the Sales Process

This post is part of an 8-part series on the steps of the sales process.  Click here to see the full series. Generating Leads – The First Step of the Sales Process As discussed in the post An Overview of the Steps of the Sales Process that leads off this series, a funnel is a…

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Prospecting – The Second Step of the Sales Process

This post is part of an 8-part series on the steps of the sales process.  Click here to see the full series. Prospecting – The Second Step of the Sales Process Let’s start by defining prospecting as it relates to our sales process. Prospecting is whatever you do to get into a sales conversation with…

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Qualification – The Third Step of the Sales Process

This post is part of an 8-part series on the steps of the sales process.  Click here to see the full series. Qualification – The Third Step of the Sales Process Once you have successfully set up an opportunity for a sales conversation with a prospective customer, the first thing you want to do is…

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Needs Analysis – The Fourth Step of the Sales Process

This post is part of an 8-part series on the steps of the sales process.  Click here to see the full series. Needs Analysis – The Fourth Step of the Sales Process Needs Analysis is in the exact middle of the 7-step sales process.  It is the heart of the process.  It is the most…

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Proposing a Solution – The Fifth Step of the Sales Process

This post is part of an 8-part series on the steps of the sales process.  Click here to see the full series. Proposing a Solution – The Fifth Step of the Sales Process Simply put, proposing a solution means that you suggest something that your prospective customer might buy and tell them the price for…

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Answering Objections – The Sixth Step of the Sales Process

This post is part of an 8-part series on the steps of the sales process.  Click here to see the full series. Answering Objections – The Sixth Step of the Sales Process The best time to address objections is long before they come up.  What does that mean? A friend of mine put it well…

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Closing – The Seventh and Last Step of the Sales Process

This post is part of an 8-part series on the steps of the sales process.  Click here to see the full series. Closing – The Seventh and Last Step of the Sales Process Closing is the part of the sales process that seems to be the most important, the hardest, even the most glamorous.  You…

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A crisis-borne opportunity: Upgrade your team!

If there is one expression that truly embraces the spirit of optimism, it has to be this one: “when life gives you lemons, make lemonade” All over the developed world – from Greece to the US to my country of residence, Hungary, the lemon-du-jour is the economic crisis.  It is not small thing.  People are…

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