Although “prospects” and “leads” may be regarded as interchangeable terms, it is vital to note the new meaning when “qualified” is added beforehand. A qualified prospect offers a salesperson the greatest potential to land a potentially lucrative and sizeable deal, so the last thing a salesperson wants to do is waste time and energy with unqualified prospects. Looking at the stages of sales prospecting can help distinguish qualified prospects from leads. As you move through the sales prospecting process, you will notice that prospects are…Continue Reading “Call Them Leads, Call Them Prospects – But Are They Qualified?” →

How many articles have you read lately, that talk of closing more sales and if you have, you would admit they say almost the same. There’s certainly value in reading up on the latest cold calling, email, and networking techniques, but if you haven’t taken a look at your website lately, you’re missing out on a prime opportunity to position yourself as an expert in your industry and close more sales. Being an expert in your field makes the sales process easier. You have case…Continue Reading “How to Become an Expert in Your Industry (and close more sales)” →

The first impression is always important, and for a salesperson heading into their initial face-to-face prospect meeting, it is crucial. For some, this first interaction may create uneasiness. However, the sales professional who becomes an expert in building rapport will display confidence in themselves and their product or service and ultimately have a leg up when it comes time to ask for the order. Those that are most successful at creating rapport often find that those relationships lead to “Trusted Advisor” status with the prospect….Continue Reading “Building Rapport in Sales Conversations” →