This deal was on your pipeline report last quarter. It was in the same stage at that time, too. The only thing that has changed is that you’ve had one phone call with the prospective client.
I grew up watching boxing. Occasionally, you would see a fighter like the young Mike Tyson who would go undefeated for years ...
The organizational development class I was taking at Harvard Business School included a group project. The project was based ...
All but a very few of the emails you send in hopes of scheduling an appointment are a waste of your time. An email is a poor ...
Here is an email I received from a company that would like to set appointments for one of my businesses.
There are some things that you do for money. Other things, bigger, more important things, you do for legacy.
You have the ability to create value for a lot of people in hundreds of different ways. People are going to offer you ...
The establishment believes that you need a taxi to transport you from point A to point B. The establishment thinks you ...
You have a deal that is near the end of your sales process. Your CRM settings suggest that you have a 90 percent chance of ...
Negotiating and discounting are not the same thing.
It’s okay to change your mind. You can be committed to some position for years or decades and later to decide that you ...
When I was very young, naïve, and new to selling, I relentlessly called a big prospect in my territory. She refused my ...
You have a big call, and you don’t have the subject matter or technical expertise you need to create value on the sales ...
Compelling reason to change: If your dream client doesn’t have a compelling reason to change, it’s difficult to forecast ...
Phone first, followed by an email.
I grew up in a business that was much smaller than the major competitors with whom we battled for business. I learned to ...
You have the more expensive solution. Your competitors sell what you sell, but at a lower price. But you have the superior ...
It is unlikely that the message in the last email you read was urgent. Only a tiny percentage of your email requires your ...
Things that created the current circumstances:
I am writing this from the backseat of a car as my driver takes me to the airport. When I booked this trip, I looked at a ...
It’s easy to talk about your own product (or service or solution) when you sell. You are a true believer in your product and ...
