by Phil Sayers | Feb 4, 2019 | News, Uncategorized
When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You might repeat the close, not so subtly threaten the prospect with an expiring discount, or roll several...
by Phil Sayers | Jan 28, 2019 | News
Today’s salespeople are afraid to pick up the phone. Yes, phone anxiety is real. ValueSelling recently conducted a survey on B2B sales teams’ top prospecting challenges and found that 50% of sales people surveyed feared making cold calls. Half of the respondents...
by Phil Sayers | Jan 14, 2019 | News, Uncategorized
Have you ever backed away from, or even avoided a certain topic for fear of offending your buyer? Over the years I’ve seen many sales people shy away from their qualification questions because they’re worried about potentially annoying prospects. I find that the ones...
by Phil Sayers | Dec 21, 2018 | News, Uncategorized
So.. here we are again. It comes around every year and it’s the one time of the year when you can turn the lap top off, confident that your customers have done the same and that the only emails you’ll be receiving will in all likelihood be spam. So to all...
by Phil Sayers | Dec 10, 2018 | News
I know lots of people who, having accepted a LinkedIn connection request and then immediately receive a sales pitch, will ditch the connection. Now I appreciate that this might be frustrating for the sales person. After all, you’re tasked with finding new customers...
