Eric Thompson

Planning 2022 should build off of the past years as well as your team!

What counts as a “big opportunity” in your world?

If the answer you just came up with involved a single decision maker and a sales cycle of less than, say, 12 weeks, congratulations. Your selling world is comparatively straightforward.

But if there are multiple decision makers that are part of a sophisticated...

Amateur salespeople in all parts of Wisconsin fall into thinking that there are only three outcomes to a sales call, yes – no –and some kind of a maybe. That’s the problem. They get stuck and are unsure how to interact with the prospect.

Consider this- There are actually five outcomes to every sales call.

During times of crisis, emotions may be running high. Comfort and trust can be lost in a moment. Things that are out of our control could affect how interactions and

Mark’s sales manager, Irene, asked him to forecast the number of sales he would close over the coming month. Mark came up with his best guess. Unfortunately, Irene didn’t find his best guess very helpful. As it happened, the new monthly forecast was identical to Mark’s previous month’s “best guess” – a figure he had failed to come close to reaching.

Let’s face it. Cold calling is the life blood of sales. No cold calling, no sales. Poor cold calling, fewer sales. Exceptional cold calling, great sales. So why then do so many salespeople treat cold calling like some antagonist they’d rather avoid? Hard to tell.

Has this ever happened to you? You’re in the middle of your second or third “good discussion” with a prospect. Everything’s going great. The prospect seems engaged and positively disposed to work with you. The prospect poses an innocent-sounding question:https://www.tfblogin.com/admin/printbuilder/