Training in Business

Before you choose to answer your prospect’s “how much” question, consider if you are unintentionally helping your prospect lower your prices. While a common trick of the amateur salesperson is offering increasing discounts to win business, I…

Even if you’re not hiring for the CEO role at a high profile tech company, bad recruiting can negatively affect morale, productivity and customer relationships. Typically, bad recruiting comes down to no real recruiting process, which can be as easy…

When you get an email from a prospect with one of the following requests, what do you do? Send me a quote for… Provide us with more information about… We’d like a proposal… Forward us a brochure on… If you thought, “reply by email,” you j…

Prospects like to play games with salespeople. The purpose of games prospects play is to make a salesperson feel not-OK. When a salesperson feels not-OK in front of a prospect, they are more likely to give up their time and information in the hope that…

When the calendar turns to July and August, most people struggle to prospect because they believe that all of their prospects are on vacation. Often summer is a great time to reach decision makers. They are in the office while their staff is away. As, …