Practicing before reaching out? Are you making good use of practice time before reaching out to prospective clients?

Your client is interested in working with you.  The overall vibe is good.  Now they ask for some information.  Your job now...help them help

Identifying the best time to contact customers/prospects. Some creativity and planning will have you successfully reaching key customer cont

Send proposal ahead of the presentation? One approach does not fit all situations.  Some ideas that can help you decide how to proceed…

Many times when you meet someone who asks “what do you do”, they do not want to be “pitched”.  A more comfortable approach...

Are you considering sharing some of your plans for future capabilities (e.g. new service, product, coverage of geographic area)

It is important to share bad news when it impacts the customer even when it (the issue) is out of your control.

What to know about your competition

Competitors can come in all shapes and sizes. 

Your network of contacts will be a highly valuable pool of resources when you start and grow your business. 

This, as you may know, is a great way to connect with an audience full of your target clients. 

In your selling/networking effort, a big part of your role is to orchestrate the sales process. 

Feeling stuck on what and/or how you should ask questions regarding an opportunity you are pursuing?  An approach that should get you going.

Please do not immediately lower your price…when you get this objection an opportunity has been created for you to better understand...

When you hear “no”…the first question in your mind should be “what do I need to learn” and/or “what am I missing”. 

If you are new to selling, how to start a conversation with a new client contact can be uncomfortable. 

You probably already understand the need to respond to clients rapidly when they are seeking information (that is not on your website). 

Accounts with great potential for growth require a different approach to managing communication…one that keeps you “in front of the client”.

While this is not for all meetings, there are MANY situations where this makes sense.  It can help make the meeting more efficient...

Sometimes customer executives involved in a decision process are only accessible through one of their direct reports…