Ghosted by Sales Prospects?

How often do prospects go dark on you? It certainly happens to the best of us. I’ll bet everyone who reads this post can think of at least a few prospects or clients that have gone dark and you have no idea why. Maybe you’ve done a lot; provided info, completed a...

Create Off-Season Urgency

It’s quite normal for salespeople to become frustrated when their prospects are casual about moving forward. You’ve got to focus on more than the weather to stir folks to action. Today I’ll provide two suggestions to create off-season urgency and they revolve around...

Follow the Yellow Brick Road…

♪ Follow the yellow brick road. ♫ Follow, follow, follow, follow; follow the yellow brick road. I would find it hard to believe there is anyone who is not familiar with the Wizard of Oz. In this classic 1939 movie, a tornado transports Dorothy from her home in Kansas...

Stop Giving Lip Service to Referrals

Over the years Selling Point has written about and discussed the topic of securing and contacting referrals several times. The main reason for this is that between one-half and two-thirds of all buying decisions are based on recommendations from family and friends....

First Impressions

Today let’s talk about first impressions. It was Yogi Berra who said, “You can observe a lot by just watching.” And when you are selling, rest assured, you are constantly being watched. All my life I have heard the phrase, you never get a second chance to make a good...