30 sales questions that lead to more closed accounts

How’s this for being put on the spot? I’m speaking to an annual meeting of a large international manufacturing organization. Top management and salespeople from around the world in front of me. The CEO of the company impolitely interrupts my remarks to demand an immediate answer to a question. No warning. No notice. No thinking […]

12 Core Discovery Call Keys To Get The Close

Here are some core concepts to execute a discovery call so as to maximize closing ratios. For many years all I did was help companies SELL THE MEETING and schedule qualified discovery calls and first sales appointments. Eventually companies asked for help in choreographing (my words) the first meeting/discovery call to get more leads deeper […]

Discovery calls: How to maintain a conversation in motion

Discovery calls are about capturing money in motion. To capture money in motion, you must maintain a conversation in motion. That requires continuity, credibility and closing. CONTINUITY: In order for a phone call or email to turn into a discovery call which flows to more conversations, continuity is required. CREDIBILITY: There is no value found […]

10 Sales Pitch, Discovery Call and First Prospecting Meeting Tips

1. Very easy to rush through beginning phases of a sales call. 2. Very easy to talk about what we want to talk about. 3. Difference between sales efficiency vs sales effectiveness. Sales efficiency: getting in front of the right prospect at the right cost at the right cost. And spending the right amount of […]

What Top Sales Performers Do on First Meetings and Discovery Calls

Plan questions rather than presentations. They focus on larger strategic sales rather than quick hits. Have different strategies for different competitors. Get quickly to business rather than spend time on small talk. Ask questions with impact rather than unfocused questions unrelated to result sought. Hold back from giving service details and features too early. Do […]

Better B2B Appointment Setting Guarantees Nothing… Without 2 Other Strategies

– How to avoid a flood of new appointments, yet no sales. – Two reasons why meetings you initiate require new tactics. – Five things you must establish to have even a chance at collecting a check. Setting more sales appointments is often a necessary first step to new account generation. Yet, sales and revenue […]

First Meeting Outside Sales Strategies. You Got the Meeting. Now What?

Often the question is asked, “Do you have any tips on making the most of these first meetings?” Yes, I do. Here are a few. First meetings have a specific objective. Make a substantive advance toward a sale. “I’ll call you” and “You’ll call me,” “we’ll keep in touch” or “I’ll send you that info,” […]