The Best Time To Sell; Once You’ve Made The Sale.By First ApproachFebruary 13, 20130 comments#blog If you think about it, the hardest part of selling a new client is getting them to talk with you, meet with you, and trust you. Depending on the business you’re in and the size of transaction you’re proposing, this can take weeks, months and even years. To ...Read more...
Blog#24 – Sales Team Not Prospecting, Whose Fault is That?By First ApproachFebruary 12, 20130 comments#blog In my business, I have interacted with sales people and those who manage sales people for many years. For those that read this blog regularly, you’ll know that my main expertise is in prospecting to the B2B world, management of the sales funnel from building it to managing ...Read more...
The Digital Seasons Greetings Card – A Wasted and Squandered Opportunity.By First ApproachFebruary 11, 20130 comments#blog It is December now with the holidays quickly approaching. In the business world, this means closing out the year or quarter, budgeting, or trying to close that last deal. In the business to business world it also means recognizing clients, maybe a card here or a bottle ...Read more...
If You Think Consultative Selling Is an Angle, It Won’t workBy First ApproachFebruary 10, 20130 comments#blog If you look around, you’ll note that in the world of B2B sales, there is an increasing ground swell towards “consultative selling”. Some of the most popular books on sales techniques have titles like “Trusted Seller Guide”, “The Trusted Advisor”, ...Read more...
What Is The Best Sales Book, Maybe None.By First ApproachFebruary 9, 20130 comments#blog One morning, I was having a conversation with a good client. He was telling me how their company’s strategy was about to change as the CEO had just read a new book and felt its premise needed to be adopted. Later in the day, I was talking to another client, a client ...Read more...
My New Client Won’t Return My Calls???By First ApproachFebruary 8, 20130 comments#blog You’ve just had a great first meeting. The new client was warm and receptive (much unlike he was on the phone) and you really felt you began a bond with this person. Handshake’s were exchanged and as he walked you to the elevator, he re-affirmed he would “like ...Read more...
I Just Lost My Best Client and I Didn’t See It Coming!By First ApproachFebruary 8, 20130 comments#blog Recently, I was in a meeting with a client when he disclosed his firm was in a very uncomfortable position. As manager of a sales group that serviced one of the companies most important markets, he was advised that a very substantial and long standing client would not ...Read more...
Under Performing Isn’t The Problem, Under Behaving Is.By First ApproachFebruary 8, 20130 comments#blog Recently, a new client of mine was asked to have their sales team prepare a list of 25 new prospects for an upcoming First Approach session and then forward that list to me. The missive went out and parameters for the information required as well as a deadline were shared with ...Read more...
Oh, And Mr. Prospect, Just One More Thing..By First ApproachFebruary 7, 20130 comments#blog Recently, I was in a meeting for the first time with a new prospect. As is often the case, the client was a little guarded and reserved. As we began to talk, he opened up; he became warmer and began to “let me in” so to speak. As we continued talking, he became ...Read more...
Calling With DignityBy First ApproachFebruary 6, 20130 comments#blog Cold calling; the single part of the job sales people like least. Whether you’re in technology, commercial real estate or any other B2B business sales function, it’s likely that part of your job responsibility is to prospect and unfortunately, cold call. Generally ...Read more...
Are You Results Focused Or Process Focused?By First ApproachFebruary 3, 20130 comments#blog If you’re a B2B sales professional, then one thing you’ve had tattooed in your head is getting results. Bend the ear of almost any sales leader and they will tell you that senior management is omni-focused on results, results, results. It’s all about ...Read more...
The Only Thing Worse than Making a Cold Call is Getting One.By First ApproachFebruary 3, 20130 comments#blog Its dinner time and you’ve just picked up the phone to find a cold caller on the other end. It’s an experience that almost makes your skin crawl, isn’t it? Take a moment and ask yourself how often, in your personal life, do you engage with a cold caller? ...Read more...
Are you situationally aware?By First ApproachFebruary 2, 20130 comments#blog You’ve met a new client for the first time and your hopes are high. The meeting goes really well and lasts far longer than expected. Engaging, warm and open, the client is forthcoming with information and facts. Unfortunately, they have absolutely no need for your product ...Read more...