Positive Prospects Are Trouble

Derrick MoeNo Comments

Prospects have many moves they learn at prospects’ school, but one of the most lethal is the positive move.  The positive move is when the prospect appears to be eager to purchase your solution, especially early in the sales process. Don’t get me wrong, there are always “blue birds” that fly in to a salesperson.  Blue birds are minimal qualifying, quick-closing deals that close so fast that they may not even make it onto the forecast.  They are extremely rare…but salespeople are always entranced by them.  Prospects seem to be aware of these blue birds and will sometimes use a mechanism that mimics a blue bird. The prospect becomes overly… Read More

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Silence Kills Deals?

Derrick Moe

My mouth is still agape after reading this article in the MSP Business Journal – How to close a sales more effectively. The first howler: Anyone involved in sales knows silence can kill deals. If you present your best recommendations to a prospect and stop talking, he might say, “That’s food for thought. Let me think about it. I’ll get back to you.” What?  No, not true.  The problem the vast majority of salespeople have is the inability to use silence.  A pregnant pause is a powerful tool that helps bring forth information.  It is important to remember that the person asking the questions is actually the person controlling the… Read More

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The Lost Art Of Writing

Derrick Moe

No doubt we live in a technology-based world driven by expedited activities, from instant text messages to YouTube videos on demand.  Communication moves fast. One area I believe it hurts is applying for sales positions.  I realize an ever-increasing amount of opportunities are found, shared and contacted through LinkedIn, but what of finding opportunities for which you do not have a direct connection.  I think this activity is similar to cold calling/contacting. When I am sourcing for sales candidates, I receive many resumes forwarded to me through the job boards and LinkedIn.  Resumes.  It is rare that I receive a cover letter anymore.  For me, receiving a resume is similar… Read More

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Levers

Derrick MoeNo Comments

A lever is “an inducing or compelling force.”  Selling in a down economy is best handled through the use of levers.  I recently discovered a lever with a material that has certain properties and uses that are not offered by the market leader in this space.  The market leader has such a dominant position that most prospects are unaware of the alternate option.  In talking to customers and prospects, the lever became quite obvious. Of course, discovering a lever is one thing, defining it within the marketplace is another.  The work that now must occur is to translate the lever into the prospect’s world.  Brevity is key.  Real-world application is… Read More

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