Rating prospects helps you project new business, and indicates where you should focus your efforts. This article is an overview of what does not work well, followed by what does. We begin with this advice: Detach rating prospects from your pipeline. […]
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Do not rate prospects you’re marketing to, keep these in a prospecting bucket. Do not rate prospects who have only scheduled the first sales conversation. Only rate prospects with whom you’ve had at least one actual sales conversation. Apply points as you uncover information and/or as things change. This lets you rate prospects throughout the process. [...]
A call, chat or email comes in. Prospect asks, “Do you have…?” or "How much?" We think, "it depends" and "we offer so much more." We think, "sell on price, lose on price." In other words, we want to have a different conversation than the prospect does. Here are tips for doing that, starting with some [...]
Percentage, schmercentage… Are you using percentages to indicate likelihood of closing? Here’s why to stop: […]
(Updated in 2023) Back in 2018, I posted a simple question in two LinkedIn ATD groups: Articulate or Captivate – which do you like better, and why? I asked because I wanted to refresh familiarity with these apps. Though I had previously used Captivate and Articulate, it had been a while (just so happened they weren’t [...]
Many service reps, especially those in call centers, deal with customers who are irritable, impatient, annoyed, and downright rude. We know that kind of attitude comes up when people are confused, frustrated, angry or disappointed. Here’s the question answered in this article: Why do so many customers call or come in with a bad attitude already [...]