May 2024 - 10 Questions to Ask Your New Prospect - Listen -

May 2024 - 10 Questions to Ask Your New Prospect

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Selling more and better starts with sounding different than others in the industry. Asking better questions outside of the prospects problem and sharing your solutions will make you sound more interested in learning about the prospect’s environment, expectations and priorities. Set your expectations high as Bill and I discuss the 10 Questions to Ask Your Prospect and other thoughtful ideas on episode 616 of the Winning at Selling Podcast.

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Sept 2024 - The Loser's Limp

We’ve all seen it. Perhaps it’s the baseball pitcher who gives up 5 runs in the 2nd inning and of the sudden his arm is too sore to continue. Or maybe it’s the marathon runner who sees that she is too far behind to win and suddenly comes up lame. These are examples of the loser’s limp, the...

Published 09/26/24

Sept 2024 - What Are They Thinking About?

After you deliver the best presentation possible you receive a "think it over," This happens when a prospect, instead of making a decision during a sales conversation, asks for more time to consider the offer. This response can often signal hesitation, uncertainty, or the need for more...

Published 09/18/24

WINNING AT SELLING

Published 09/18/24