Maybe you''re meeting with a prospect who might buy a house, your insurance services, your Mary Kay mascara, or any of a million other things. Okay, I haven''t actually numbered the excuses people give for bad presentations, but maybe I should start. MORE
As smartphones, tablets and phablets invade the mobile market, it is only a matter of time before desktop operating systems face the prospect of extinction, unless they somehow evolve. MORE
Make 2013 your best ever by valuing your time and approaching each prospect in the most prepared, professional and profitable way! How often does it happen to you that you’re fully prepared to help your customer but they aren’t prepared to move forward? MORE
It’s possible to have more than one address but when prospects google you, they’ll most likely be directed to all your social profiles. One group of prospects for me, for instance, is meeting professionals. Prospecting with social media really is the same as prospecting has always been. Tags: Selling Skills cold calling prospecting sales mastery social media Cold calling. Even the name is, well, cold. MORE
These orders got me thinking about what the companies did that was so important and how we, as salespeople, can help our prospects feel so charmed with us. Twice within the last two weeks, I made purchases totally on faith. One, a gliderbike from pvglider.com , and the other a Groupon purchase from Canvas on Demand. MORE
In fact, presentations without stories often make prospects feel that you are talking at them – not with them – which creates a wall. There’s a way to craft better sales presentations and make your prospects feel involved. It encourages a prospect to come over to your side (and buy). MORE
Those links provide a pathway for prospects to escape your content - and not return. Your prospect clicks that on. The prospect follows that narrative - and does not navigate back to your content. Some digital marketers tend to want everything documented. MORE
That includes the kind of arguments, tone, organization, and selection of audiences which yield outcomes for our ghostwriting clients and prospects. That's why the most wonderful gift we can give clients and prospects as well as our own careers is listening. MORE
You and your prospect sat next to each other at lunch and when you asked if you could follow-up with her, and if she had a card, she said yes to both. Selling Skills Communication Skills how to say it to sell it prospecting sales mastery sales skills sales strategy sales training say it to sell it SpeakerSueEvery great sales person understand that the gold is in the follow-up. MORE
The concept of prospecting for new business is (as I don’t need to tell you) has and will never go away. Here is my premise: If you’ve been thinking of it as cold calling instead of prospecting (for gold), you may have been sabatoging yourself anyway. Tell the prospect why you’re interrupting their day. … You’ll discover that with a little pre-work before calling and an authentic opening, your prospecting efforts may very well yield gold! MORE
” This explains why some sales people exist even though they bring no value to the prospect. One person posted his response: “I listen only to prospects that are ready, willing and able to buy. The American jackal, better known as a coyote, has survived for 1.8 MORE
Selling Skills prospecting sales skillsCaller id didn’t and so I answered the phone, “Hi, this is Sue.&# She says, Hi, This is Name Name with American Insurance and we had insured you and I was wondering if I could requote for you.&#. With that authentic opening (other than not using my name since I gave it to her), I thought she deserved the right to re-quote. But out of my mouth came, “Thanks but my husband and I are happy with State Farm.&#. MORE
);} else {document.write( );}return true;}LoadMenus(); NAME E-MAIL ZIP CODE Resources Articles Events Online Tutorial FAQs Links Article: How To Screen For Dead-End Prospects RainToday.com, September 2007 By Vickie K. The calls and emails are coming in from prospective clients interested in your services. You want to spend the most time with your ideal prospects who are ready to make a buying decision, while continuing to nurture future possibilities. MORE
When we reach out to prospects who do not know us, our goal should never be to “book a date” from our early communication. Most Recent Post Speaking Business Strategy communicating with prospects contacting prospects getting booked getting to yesThe goal should be to gain forward movement, start building a relationship and rapport. Once you begin to develop that relationship, the goal shifts to then hoping that the recipient will […]. MORE
There is a fine line between communicating to clients and prospects that we care deeply about their projects and being an angst-ridden pest. One prospect banned my compulsive emails. Now, I got into the rthymn of knowing how and when to connect back with clients and prospects. MORE
The usual courting rituals to attract new clients are changing. When it comes to Millennials, many of them making big bucks in tech, forget inviting them to a game of golf. The Sports & Fitness Industry Association reports that Millennials have little interest in the game. MORE
One financial-information startup in Manhattan handles this possibility by having prospects sign a bulletproof NDA (Non-Disclosure Agreement) right in the lobby, before they even enter the operations part of the company. MORE
Tell your prospect –concisely and with a message that revolves around them – why you’re calling. Whether in email, on the phone or face to face, Selling Skills how to say it to sell it prospecting sales mastery sales success sales training say it to sell it SpeakerSue Welcome to 2014! MORE
No one frightens qualified prospects and interested people away knowingly. When you ask questions in an email that require your prospect to provide a thoughtful response, you scare them away. I’m not implying that your prospects are stupid, just that they are busy. MORE
Many prospects will not phone you back. Next – and this tip is important to remember before you pick up the phone: Be prepared for your prospect to answer the phone! Selling Skills how to say it to sell it prospecting sales skills sales training SpeakerSueAs a hotel industry sales trainer, I often am asked/told the same story: No one returns my voice messages anyway so why should (should I) leave a voice message? Yes and Yes! MORE
Successful marketing means that you identify prospective clients and position yourself in the market so they choose you over your competition. Their comments, especially negative ones, will help you tailor both your product and your approach to other prospects. These prospects had distinctive demographics. Looking for more business? Marketing/PR expert Gary Purece gave me some advice it can help you! MORE
The sweet spot in pitching to a prospect for a book to be ghostwritten is to frame that as a total package. So, we who have been in the game have to tap into that knowledge and insight gap - and demonstrate to the prospect that we are the ones to fill it. MORE
Guest posting on other people's blogs is a great way to find targeted traffic. Many major blog sites have been up and active for years, attracting thousands of page views a week and a ton of subscribers. They have done all of the hard work. By guest posting, you can give the blog owner fresh new content that they need and you can get a link back to your website that could drive thousands of readers to your services. MORE
Selling Skills prospecting sales skillsCaller id didn’t and so I answered the phone, “Hi, this is Sue.&# She says, Hi, This is Name Name with American Insurance and we had insured you and I was wondering if I could requote for you.&#. With that authentic opening (other than not using my name since I gave it to her), I thought she deserved the right to re-quote. But out of my mouth came, “Thanks but my husband and I are happy with State Farm.&#. MORE
No one frightens qualified prospects and interested people away knowingly. When you ask questions in an email that require your prospect to provide a thoughtful response, you scare them away. I’m not implying that your prospects are stupid, just that they are busy. Booth personnel, those who were standing them by themselves and without a prospect – those who weren’t on their phones – jumped on me. MORE
He gets on the phone and begins with a brief introduction (Hi, my name is with __) and provides a touchpoint (and your name was given to me because [I'm making this part up for his sake] you are a veterinarian… Okay, not exciting but truthful, answering the prospects two unasked questions (unasked because we’re talking!): A friend of a friend asked me for some ideas about building his sales funnel. MORE
Selling Skills Communication Skills how to say it to sell it prospecting sales training say it to sell it SpeakerSue It was a good thing I was in an airplane as I listened to the audio recordings of a client’s “mystery” shop calls yesterday. Had I been anyplace else, and I would have been screaming like a wild woman but didn’t want to frighten my fellow travelers. MORE
The nice odds about sending out unsolicited requests for work - full time, part time, freelance - is that they result in quality responses. Sure, the rate of those responses is low. MORE
” “I can’t get prospects on the phone.” Here’s the truth: Our prospects are under extreme pressure to do more in less time with fewer resources. How to gain access to crazy-busy prospects who haven’t got time for the pain. MORE
And keep your prospects around until they take the action that you desire. Recently, I decided to take most of the social media logos off of my website. MORE
Or you phone a prospect who seemed interested when you met at the trade show/sales blitz/networking event and instead of getting him, you get his voice message. Plan a conversation starter that focuses on your prospect not your product. Selling Skills Communication Skills high impact presentations how to say it to sell it prospecting sales success sales training SpeakerSue MORE
" Otherwise, come on, we would never land a husband "who had prospects." From the get-go, we female Baby Boomers were socialized to be "ladies." " When we entered the all-important mating arena of college, that conditioning was reinforced, heavily. MORE
Once upon a time, it may have been possible to qualify a prospect by asking questions that would determine whether you had the goods to sell to them. Instead, here are 3 keys to qualifying prospects now: 1.”Be MORE
Tell your prospect –concisely and with a message that revolves around them – why you’re calling. Whether in email, on the phone or face to face, Selling Skills how to say it to sell it prospecting sales mastery sales success sales training say it to sell it SpeakerSue Welcome to 2014! If you’re still using the same “script” that worked for you a few years ago, you’re probably feeling a bit frustrated. So chuck it and start the year fresh. MORE
Having assisted thousands of meeting planners and working with many of the world’s best speakers since 1999, I believe it comes down to how effectively you answer FIVE questions that every prospective client is asking. It’s no secret that there are LOTS of “professional” speakers — at least 10,000 or more — bidding for speaking engagements these days. How do you stand out from the crowd? MORE
When you are scheduled to interview with a prospective employer, there are some techniques that can help you be remembered and increase your chances of winning the job. it is important to understand that the interviewer might be just as uncertain as you are. He or she may not have much interviewing experience. Maybe that […]. The post How to Help the Interviewer Interview You appeared first on Speaking Freely. Interview Skills Interviewing storytelling Interviewing for jobs MORE
Prospecting Tips for a Slow Economy by Patricia Fripp, CSP, CPAE. Frippicisim: It is not your clients' and prospects' job to remember you. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve. The better your relationship with them the more they will want to send you new prospects. MORE
92 percent of businesses use social media to help find prospective employees. But, you need to recognize it’s a public place (mostly) and prospective employers can find what’s written there. MORE
It’s too easy to consider that the feature, what the prospect is asking for, is what really matters. Communication Skills Selling Skills prospecting sales mastery sales skills sales training say it to sell it SpeakerSueCould the shape of the table impact your ability to sell? As always, my friend, Kare Anderson has written another brilliant article called, 5 Ways Storytelling Can Boost Participation and Performance. MORE
Prospecting ideas and more. When prospecting, ask the question that matters: Can we talk Thursday at 4p? If it has to break through the clutter of your prospect’s inbox and be compelling enough so she’ll voluntarily interrupt her work to see what you have to say , consider these ideas. Tags: Email Etiquette & Productivity Selling Skills email etiquette prospecting sales mastery sales skills subject lines that sell MORE
Prospecting Tips for a Slow Economy by Patricia Fripp, CSP, CPAE. Frippicisim: It is not your clients' and prospects' job to remember you. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve. The better your relationship with them the more they will want to send you new prospects. MORE
Prospecting Tips for a Slow Economy. Frequently I am asked, “How can I prospect for more business?” My favorite Frippicisim: It is not your clients' and prospects' job to remember you. MORE
“We don’t need to prospect,” my client said, “Our funnel is overflowing but we aren’t getting new business. We go to these hosted buyer things and come back with a boat load of new prospects. ” By prospecting. Even if your prospect says to you, “Yes, please tell me about your property,” please don’t – other than very quickly and in general – until understanding what about the property she wants to know. MORE
Prospect Related Topics Succeed Speaking
OCTOBER 24, 2011
” “I can’t get prospects on the phone.” Here’s the truth: Our prospects are under extreme pressure to do more in less time with fewer resources. How to gain access to crazy-busy prospects who haven’t got time for the pain.
SpeakerSue Says...
JANUARY 5, 2014
Tell your prospect –concisely and with a message that revolves around them – why you’re calling. Whether in email, on the phone or face to face, Selling Skills how to say it to sell it prospecting sales mastery sales success sales training say it to sell it SpeakerSue Welcome to 2014!
Jane Genova: Speechwriter - Ghostwriter
MARCH 6, 2017
The usual courting rituals to attract new clients are changing. When it comes to Millennials, many of them making big bucks in tech, forget inviting them to a game of golf. The Sports & Fitness Industry Association reports that Millennials have little interest in the game.
SpeakerSue Says...
JULY 11, 2014
” This explains why some sales people exist even though they bring no value to the prospect. One person posted his response: “I listen only to prospects that are ready, willing and able to buy. The American jackal, better known as a coyote, has survived for 1.8
Speaker Launcher
JANUARY 24, 2017
When we reach out to prospects who do not know us, our goal should never be to “book a date” from our early communication. Most Recent Post Speaking Business Strategy communicating with prospects contacting prospects getting booked getting to yesThe goal should be to gain forward movement, start building a relationship and rapport. Once you begin to develop that relationship, the goal shifts to then hoping that the recipient will […].
SpeakerSue Says...
OCTOBER 28, 2012
Many prospects will not phone you back. Next – and this tip is important to remember before you pick up the phone: Be prepared for your prospect to answer the phone! Selling Skills how to say it to sell it prospecting sales skills sales training SpeakerSueAs a hotel industry sales trainer, I often am asked/told the same story: No one returns my voice messages anyway so why should (should I) leave a voice message? Yes and Yes!
SpeakerSue Says...
JULY 23, 2014
Or you phone a prospect who seemed interested when you met at the trade show/sales blitz/networking event and instead of getting him, you get his voice message. Plan a conversation starter that focuses on your prospect not your product. Selling Skills Communication Skills high impact presentations how to say it to sell it prospecting sales success sales training SpeakerSue
Jane Genova: Speechwriter - Ghostwriter
OCTOBER 28, 2013
The sweet spot in pitching to a prospect for a book to be ghostwritten is to frame that as a total package. So, we who have been in the game have to tap into that knowledge and insight gap - and demonstrate to the prospect that we are the ones to fill it.
SpeakerSue Says...
JANUARY 5, 2014
Tell your prospect –concisely and with a message that revolves around them – why you’re calling. Whether in email, on the phone or face to face, Selling Skills how to say it to sell it prospecting sales mastery sales success sales training say it to sell it SpeakerSue Welcome to 2014! If you’re still using the same “script” that worked for you a few years ago, you’re probably feeling a bit frustrated. So chuck it and start the year fresh.
SpeakerSue Says...
NOVEMBER 5, 2012
“We don’t need to prospect,” my client said, “Our funnel is overflowing but we aren’t getting new business. We go to these hosted buyer things and come back with a boat load of new prospects. ” By prospecting. Even if your prospect says to you, “Yes, please tell me about your property,” please don’t – other than very quickly and in general – until understanding what about the property she wants to know.
SpeakerSue Says...
JULY 23, 2012
He gets on the phone and begins with a brief introduction (Hi, my name is with __) and provides a touchpoint (and your name was given to me because [I'm making this part up for his sake] you are a veterinarian… Okay, not exciting but truthful, answering the prospects two unasked questions (unasked because we’re talking!): A friend of a friend asked me for some ideas about building his sales funnel.
SpeakerSue Says...
JULY 20, 2011
Selling Skills prospecting sales skillsCaller id didn’t and so I answered the phone, “Hi, this is Sue.&# She says, Hi, This is Name Name with American Insurance and we had insured you and I was wondering if I could requote for you.&#. With that authentic opening (other than not using my name since I gave it to her), I thought she deserved the right to re-quote. But out of my mouth came, “Thanks but my husband and I are happy with State Farm.&#.
SpeakerSue Says...
JULY 20, 2011
Selling Skills prospecting sales skillsCaller id didn’t and so I answered the phone, “Hi, this is Sue.&# She says, Hi, This is Name Name with American Insurance and we had insured you and I was wondering if I could requote for you.&#. With that authentic opening (other than not using my name since I gave it to her), I thought she deserved the right to re-quote. But out of my mouth came, “Thanks but my husband and I are happy with State Farm.&#.
Jane Genova: Speechwriter - Ghostwriter
DECEMBER 4, 2012
That includes the kind of arguments, tone, organization, and selection of audiences which yield outcomes for our ghostwriting clients and prospects. That's why the most wonderful gift we can give clients and prospects as well as our own careers is listening.
SpeakerSue Says...
APRIL 23, 2012
These orders got me thinking about what the companies did that was so important and how we, as salespeople, can help our prospects feel so charmed with us. Twice within the last two weeks, I made purchases totally on faith. One, a gliderbike from pvglider.com , and the other a Groupon purchase from Canvas on Demand.
SpeakerSue Says...
AUGUST 10, 2009
Prospecting ideas and more. When prospecting, ask the question that matters: Can we talk Thursday at 4p? If it has to break through the clutter of your prospect’s inbox and be compelling enough so she’ll voluntarily interrupt her work to see what you have to say , consider these ideas. Tags: Email Etiquette & Productivity Selling Skills email etiquette prospecting sales mastery sales skills subject lines that sell
Communication Steroids
MARCH 30, 2011
92 percent of businesses use social media to help find prospective employees. But, you need to recognize it’s a public place (mostly) and prospective employers can find what’s written there.
SpeakerSue Says...
OCTOBER 22, 2013
Selling Skills Communication Skills how to say it to sell it prospecting sales training say it to sell it SpeakerSue It was a good thing I was in an airplane as I listened to the audio recordings of a client’s “mystery” shop calls yesterday. Had I been anyplace else, and I would have been screaming like a wild woman but didn’t want to frighten my fellow travelers.
Jane Genova: Speechwriter - Ghostwriter
JANUARY 9, 2013
The nice odds about sending out unsolicited requests for work - full time, part time, freelance - is that they result in quality responses. Sure, the rate of those responses is low.
Speaker Launcher
NOVEMBER 2, 2009
And keep your prospects around until they take the action that you desire. Recently, I decided to take most of the social media logos off of my website.
Jane Genova: Speechwriter - Ghostwriter
OCTOBER 30, 2013
There is a fine line between communicating to clients and prospects that we care deeply about their projects and being an angst-ridden pest. One prospect banned my compulsive emails. Now, I got into the rthymn of knowing how and when to connect back with clients and prospects.
Jane Genova: Speechwriter - Ghostwriter
SEPTEMBER 8, 2015
" Otherwise, come on, we would never land a husband "who had prospects." From the get-go, we female Baby Boomers were socialized to be "ladies." " When we entered the all-important mating arena of college, that conditioning was reinforced, heavily.
Fripp THE Executive Speech Coach
MAY 30, 2009
Prospecting Tips for a Slow Economy. Frequently I am asked, “How can I prospect for more business?” My favorite Frippicisim: It is not your clients' and prospects' job to remember you.
Jane Genova: Speechwriter - Ghostwriter
FEBRUARY 26, 2013
One financial-information startup in Manhattan handles this possibility by having prospects sign a bulletproof NDA (Non-Disclosure Agreement) right in the lobby, before they even enter the operations part of the company.
SpeakerSue Says...
JULY 29, 2009
It’s possible to have more than one address but when prospects google you, they’ll most likely be directed to all your social profiles. One group of prospects for me, for instance, is meeting professionals. Prospecting with social media really is the same as prospecting has always been. Tags: Selling Skills cold calling prospecting sales mastery social media Cold calling. Even the name is, well, cold.
Speaking Freely
FEBRUARY 15, 2015
When you are scheduled to interview with a prospective employer, there are some techniques that can help you be remembered and increase your chances of winning the job. it is important to understand that the interviewer might be just as uncertain as you are. He or she may not have much interviewing experience. Maybe that […]. The post How to Help the Interviewer Interview You appeared first on Speaking Freely. Interview Skills Interviewing storytelling Interviewing for jobs
SpeakerSue Says...
DECEMBER 13, 2013
No one frightens qualified prospects and interested people away knowingly. When you ask questions in an email that require your prospect to provide a thoughtful response, you scare them away. I’m not implying that your prospects are stupid, just that they are busy. Booth personnel, those who were standing them by themselves and without a prospect – those who weren’t on their phones – jumped on me.
Fripp THE Executive Speech Coach
MARCH 22, 2010
Prospecting Tips for a Slow Economy by Patricia Fripp, CSP, CPAE. Frippicisim: It is not your clients' and prospects' job to remember you. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve. The better your relationship with them the more they will want to send you new prospects.
Duarte Blog
JUNE 13, 2017
In fact, presentations without stories often make prospects feel that you are talking at them – not with them – which creates a wall. There’s a way to craft better sales presentations and make your prospects feel involved. It encourages a prospect to come over to your side (and buy).
Presentation Guru
OCTOBER 12, 2016
As smartphones, tablets and phablets invade the mobile market, it is only a matter of time before desktop operating systems face the prospect of extinction, unless they somehow evolve.
SpeakerSue Says...
AUGUST 21, 2012
It’s too easy to consider that the feature, what the prospect is asking for, is what really matters. Communication Skills Selling Skills prospecting sales mastery sales skills sales training say it to sell it SpeakerSueCould the shape of the table impact your ability to sell? As always, my friend, Kare Anderson has written another brilliant article called, 5 Ways Storytelling Can Boost Participation and Performance.
Fripp THE Executive Speech Coach
DECEMBER 8, 2009
Successful marketing means that you identify prospective clients and position yourself in the market so they choose you over your competition. Their comments, especially negative ones, will help you tailor both your product and your approach to other prospects. These prospects had distinctive demographics. Looking for more business? Marketing/PR expert Gary Purece gave me some advice it can help you!
SpeakerSue Says...
DECEMBER 30, 2012
Make 2013 your best ever by valuing your time and approaching each prospect in the most prepared, professional and profitable way! How often does it happen to you that you’re fully prepared to help your customer but they aren’t prepared to move forward?
Jane Genova: Speechwriter - Ghostwriter
MAY 31, 2017
Those links provide a pathway for prospects to escape your content - and not return. Your prospect clicks that on. The prospect follows that narrative - and does not navigate back to your content. Some digital marketers tend to want everything documented.
SpeakerSue Says...
MAY 31, 2012
You and your prospect sat next to each other at lunch and when you asked if you could follow-up with her, and if she had a card, she said yes to both. Selling Skills Communication Skills how to say it to sell it prospecting sales mastery sales skills sales strategy sales training say it to sell it SpeakerSueEvery great sales person understand that the gold is in the follow-up.
http://delicious.com/akarrer/prospeaker
MAY 5, 2009
);} else {document.write( );}return true;}LoadMenus(); NAME E-MAIL ZIP CODE Resources Articles Events Online Tutorial FAQs Links Article: How To Screen For Dead-End Prospects RainToday.com, September 2007 By Vickie K. The calls and emails are coming in from prospective clients interested in your services. You want to spend the most time with your ideal prospects who are ready to make a buying decision, while continuing to nurture future possibilities.
SpeakerSue Says...
FEBRUARY 16, 2010
The concept of prospecting for new business is (as I don’t need to tell you) has and will never go away. Here is my premise: If you’ve been thinking of it as cold calling instead of prospecting (for gold), you may have been sabatoging yourself anyway. Tell the prospect why you’re interrupting their day. … You’ll discover that with a little pre-work before calling and an authentic opening, your prospecting efforts may very well yield gold!
Fripp THE Executive Speech Coach
MARCH 13, 2010
Prospecting Tips for a Slow Economy by Patricia Fripp, CSP, CPAE. Frippicisim: It is not your clients' and prospects' job to remember you. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve. The better your relationship with them the more they will want to send you new prospects.
Succeed Speaking
NOVEMBER 1, 2012
Having assisted thousands of meeting planners and working with many of the world’s best speakers since 1999, I believe it comes down to how effectively you answer FIVE questions that every prospective client is asking. It’s no secret that there are LOTS of “professional” speakers — at least 10,000 or more — bidding for speaking engagements these days. How do you stand out from the crowd?
Speak Schmeak
SEPTEMBER 30, 2013
Maybe you''re meeting with a prospect who might buy a house, your insurance services, your Mary Kay mascara, or any of a million other things. Okay, I haven''t actually numbered the excuses people give for bad presentations, but maybe I should start.
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