Category: Sales Process

Listen to this training call with Scott and Noelle Kim with her team of Advisors at World Financial Group (Aegon) to discover the secrets of selling like a pro.  Developing long-term successful client relationships is much the same whether selling individual services to consumers or selling multi-million dollar capital equipment to industrial process facilities.

Right Click here and Save Target to download the MP3 file, or Click “Continue Reading” Below for streaming audio.

I have finally found the perfect system for automating my strategy for building customer rapport, and I must say that it is everything I had dreamed of.

For those of you who want to differentiate yourselves from your ‘peers’ and competitors by vastly expanding your network of contacts and generating a full pipeline of leads that know you and like you, this system is quite impressive.  I have put together a great description of how the system works at www.SalesRaceHorsesCards.com.

Several people have asked me recently, “How do I prevent a competitor from undercutting me, or otherwise influencing my customer to go with the competition?”

The scenario typically goes something like this:
“I just had a great visit with a prospect, and he really seems excited about the project we discussed.  I think he’s going to go with it, but what if  a competitor convinces him that their solution is better?”
My question to them is, “Which of the following 6 key strategies have you implemented to competitor proof yourself?”

Sales prospecting is certainly a numbers and timing game, but none of us has an unlimited supply of time. Use your prospecting time more effectively by prequalifying your targets based upon specific business criteria.

Understanding and pre qualifying your target customers and/or new projects based upon key characteristics common amongst your most profitable customers/projects will help you to maximize the effectiveness of your sales prospecting efforts. By systematically eliminating ‘bad’ targets, you will have fewer false starts and more time to focus on closing the attractive deals.
Targeting Lifetime Customer Value