Has anything changed more in recent years than prospecting? Cold calling a business phone number to sell a potential prospect is a marginal task, at best, today. Email is a similar task with similar results. Salespeople who do their own prospecting need an advantage, a shift, in their approach. This Selling Power article provides just such an advantage. The gist of the article comes down to understanding System 1 and System 2 thinking. First, let’s establish an important aspect of cold prospecting: The customer needs time to understand your words. In the first outreach, the customer is not expecting the call or email – and must change their mindset from… Read More
Continue ReadingSelling Through Cycles
A thought I had about sales approaches based on economic conditions: Booming Economy – Salespeople should focus their message (value proposition) on efficiency and velocity. Their solution should essentially provide an improvement in productivity. Recessionary Economy – Salespeople should focus their message on reducing waste/improving profits. Their solution should provide a method for getting more out of what the customer has today. Perhaps I am oversimplifying things, but I think this approach has merit.
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