Veteran salespeople realize that our first appointment (qualifying) rarely goes to plan. Even if we have every question prepared in our minds, or on paper, the prospect will likely be able to share something with us that we didn’t expect. Perhaps an unexpected participant, a previous bad experience, etc. We may hear something like: We [...]

Go Out and Sell Something! Workshop Series Presents – Sales and Negotiation Strategies and Building a Winning Sales Team – Recession-Proof Strategies. This 4-hour workshop is designed to help equip you with the information and tools necessary to increase your sales and build a winning sales team. Also available individually in 2 sessions.

Prospecting Refresher: Prospecting is the process of looking for prospects among a sea of suspects. Everyone is a suspect until proven as a prospect. When prospecting, we are looking primarily for those who are RWA (ready, willing, and able) Ready – They are ready to consider our solutions and can make a decision relatively quickly [...]