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Qualifying Prospects – What NOT to Say

Stop Using the B-Word! One of the common barriers for sales professionals is understanding if (and how) a prospect intends to pay for our product or service. Unfortunately, most attempts at qualifying prospects default to using the dreaded B-Word! The most common questions include: Do you have budget? What is your budget? Is there a budget established? Can you share …

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Sales Process Implementation — The Core Elements

Oh Great….A ‘Process Guy!’ When I begin a new professional relationship, it doesn’t take long for people to get the sense that I am a ‘process’ guy. I place the term ‘process’ in quotes because I believe it is often misused and, even more often, misunderstood. Most of the time, coming on board as a ‘process’ guy generates equal amounts of euphoria …