SALES PRO INSIDER BLOG
Join Us Monday, November 23rd to Stop the Sales Shame Game
You may have never imagined yourself in a sales role. Yet here you are, with “sales” as part of your responsibility. That can lead to feeling some shame regarding being “in” sales, and shame can create challenges to really connect with your prospects and help them with your solution. I’m working hard to change that...
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Strategies for Powerful, Virtual Sales Conversations: The Nuances of Follow-Up Messaging – Episode 11
Baseball legend Yogi Berra said, “Doing the little things can make a big difference.” Of course, he was talking baseball. In this episode of Virtual Selling, Concrete Results, I’m talking about sales follow-up messages. The Nuances of Follow-Up Messages To build off of the last episode in which I shared the 4 key components of good follow-up...
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Strategies for Powerful, Virtual Sales Conversations: 4 Must-Haves for Follow-Up Messages – Episode 10
Content is king. This is true in many, many situations, and it’s especially important to keep in mind for the follow-up messages to our virtual sales conversations. In this episode of Virtual Selling, Concrete Results, I am building off of the last episode in which I laid out the timing and timeline for your follow-up messages. Now, it’s...
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Join Us Wednesday, October 28th – 3 Steps to Start the Conversation and Close the Sale
In the age of social distancing and economic uncertainty, time with a prospect is more precious resource than ever. Are you making the most of these important opportunities by starting the conversation on the right track? How do you make sure that the first moments are productive and earn you the right to keep moving forward in the sales process?...
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Strategies for Powerful, Virtual Sales Conversations: Creating Your Follow Up Schedule – Episode 9
Timing is so important in your business development and selling efforts, and the right timing for our virtual efforts may be even more important than it is for face-to-face follow-ups. In this episode of Virtual Selling; Concrete Results, we’ll build from the previous installment that discussed the process for your follow-ups, and this time I’ll...
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Strategies for Powerful, Virtual Sales Conversations: Virtual Follow Ups, Real Sales – Episode 8
The following quote by Roy T Bennett from The Light in the Heart captures the main message for successful virtual sales follow up in this episode of Virtual Selling, Concreate Results. Roy says: “Do not fear failure but rather fear not trying.” Why does that capture the key to successful follow up? Because too many sales opportunities are lost...
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Join Us Tuesday, September 29th – Are You Giving Up on Prospects Too Soon? A Simple Strategy to Re-Engage Prospects Who Ghost You
Have you ever had what seemed like a GREAT sales conversation with a prospect, only to have them “ghost” afterward? If so, you’re probably left with many questions: How can you re-engage this prospect? Should you try to re-engage them? How can you stop the ghosting the first place? How much “checking in” is needed? And does more than...
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Strategies for Powerful, Virtual Sales Conversations: 3-Steps for a Powerful Close – Episode 7
In this installment of Virtual Selling; Concrete Results episode – I’ll share an easy-to-implement strategy for increasing your probability of securing a decision or commitment at the end of your virtual sales conversation. Stalled Opportunities and Ghosting One of the most challenging outcomes for sales conversations that I hear about are...
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Strategies for Powerful, Virtual Sales Conversations: Stop Stalling Virtual Sales – Episode 6
Concerns, challenging questions, and objections can stall our sale…whether we’re live and in person or connecting through a phone or video conversation. In this episode of Virtual Selling, Concrete Results, I’ll share practical and actionable strategies for you to stop the stall and move forward with a willing buyer. Let’s set the stage....
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Strategies for Powerful, Virtual Sales Conversations: Stop Sidelining Buyer Interest – Episode 5
Whether they are face-to-face or virtual, productive sales conversations are not a sideline sport. This episode of virtual selling, concrete results will help YOU make it a participative sport! Buyers Want to Get on the Court Think about the last sporting event you watched…the key word is watched. I watched the Milwaukee Bucks...
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