David Masover

14
May/120

Sales wisdom from my 6-year old daughter’s tennis lesson

Last week I wrote about sales wisdom from my 8-year old son’s tennis lesson. This week I will write about an extension of that lesson from my daughter and her early pursuit of tennis excellence. Now for all of you parents, this is not (just) about being fair and writing the same number of blog [...]

7
May/123

Sales wisdom from my 8-year old son’s tennis lesson

I won’t be one of those fathers who uses his seemingly professional blog to write about his kids, but last week my son illustrated a lesson about learning that is worth using as a metaphor for the power of incremental improvement.
So my 8-year old son has been taking tennis lessons with a small group of [...]

30
Apr/120

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 when I suggest [...]

20
Apr/120

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 to [...]

20
Apr/122

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 good metaphor [...]

20
Apr/121

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 a lead. Before [...]

20
Apr/122

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 to qualify [...]

20
Apr/121

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 important part [...]

20
Apr/120

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 it.
The problems [...]

20
Apr/121

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 when he said [...]

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