In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process.
Yes, you read that correctly. As a Sandler Trainer, my favorite F word is FUDWACA. Yes, FUDWACA. Read how you can use FUDWACA to elicit an emotional response from your buyer and help you close more deals.
When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?
These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.
Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.
