Posts by Category: Prospecting Tips

Negotiating Tips: Are You Dealing with the Decision Maker?

Mark Hunter:

The number of salespeople who spend time with people other than decision makers is staggering. It occurs more often than we realize.

A key question to ask early in the selling phase is how the customer handled other buying decisions similar to what you’re asking.

What you’re listening for is a sense of confidence on the part of the customer that they’ve done this before.


Why You Should Be Your Prospects’ Biggest Fan Online

Social media is a powerful tool that gives you tremendous insight into your prospective customers’ pains and problems, while also staying front-of-mind without making a heavy engagement. As you leverage the power of social media, make sure you’re doing so responsibly. Avoid treading into controversial or unprofessional territory. Read more >>