Open Sesame! Getting in the door – How to land that initial meeting. The purpose of Cold Calling is most often to get that initial meeting.  However many Sales Methodologies don’t tell you how to land it.   Joe and Mike talk about how Sales professionals go about getting that first meeting and how to select [...]

Posted in Podcast, Prospecting, Sales Cycle No Comments »

Believe it or not confrontation CAN be used as a tactical sales tool in your sales process.  Complex sales cycles can get stalled when clients and/or prospects procrastinate or take steps/make decisions based on incorrect information that jeopardize the sale.  Sometimes you need to confront them to get the sales process back on track. Sales [...]

Posted in Account Management, Podcast, Qualify, Sales Cycle No Comments »

Increase your close ratio and effectiveness in the complex sales process by utilizing sales techniques that enable you to disqualify prospects earlier in the sales cycle that are not good Sales Opportunities. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability to qualify prospects. Learn about profiling your customer, [...]

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Navigating through a decision by committee is the most difficult complex sales you will ever experience. If you find yourself in this type of sales cycle there are some key sales techniques you should employ to improve your close ratio. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability [...]

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This week Mike and Joe talk about The best questions to ask during the different phases of the sales cycle: prospecting, discovery, persuasion, closing, negotiation, etc.. “A good sales person is one who employs the Socratic approach to discovering the truth” said Mike??? This weeks Master is: Jack Malcolm, President Falcon Performance Group, Inc. Falcon [...]

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