Smoke screens are moves prospects use on salespeople that appear to be reasons for not moving forward with a deal. Many times these smoke screens sound something like this: We’re going to take a look at all options. We need 3 quotes before deciding. We need to think it over. Smoke, nothing more. If you have salespeople believing these statements are a precursor to a close, take them out to the wood shed on their qualifying. These “prospects” are not qualified and should not be on any forecast. Justsell.com offers up a simple, yet powerful web page that addresses the real objection from the prospect. Their objection falls into 1… Read More
Continue ReadingA Strange Cover Email
I’ve never seen this statement in a cover email before: I’m well kept, dress business casual on most days, and mind my own business in the office. This statement comes from the cover letter of a salesperson. If you realize that you only have a small window to make an impression, I think there are far better topics to address in the cover letter. Maybe it’s just me.
Continue ReadingExperience Or Age – Which Is It?
I take a fair amount of grief from the “youngsters” in our organization. Being the elder statesmen has earned me several names and acronyms not suitable for publication. A recent article in Money magazine listed the “Best Jobs” if you’re over 50 and planning a new career. What struck me most, were the following tips – regardless of age or occupation. Make age an advantage Sure, bias is out there. It’s up to you to put your age in a positive light. Talk up your experience and how it fits into what a potential employer is looking for. Is the company trying to launch a service, cut costs or find… Read More
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