Prospecting & Qualifying

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.

Many salespeople don’t prospect simply because they are not required to do so in their role; those who are required to prospect do it to varying degrees of success – and some of those salespeople struggle. An effective daily prospecting routine will be more important than ever in 2023.

Phone outreach is one of many tools in 2023’s multi-platform sales toolbox. It’s a tool that (depending on your market and your role) may become an important part of your individual behavioral plan …if used properly.

What if you could increase your conversion rates just by understanding how your clients think? It's not as difficult as you might think.

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.

Around this time of year, buyers on a “use it or lose it” type budget tend to get itchy. The itch comes from having money left in their budget that they have no plan to spend this year, but they won’t get that money again next year if they don’t make a purchase before January 1.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

One of the ways we can differentiate on how we sell instead of what we sell is to engage our prospects emotionally in the causes of and solutions to their problems.

Creating a consistent, repeatable, scalable sales function means we need all of our salespeople to interact consistently with prospects and clients.

Eight simple questions about your personal approach to prospecting