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6 pieces of advice on setting up a meeting with a client over the phoneMost serious negotiations for future deals start on the telephone. In most cases, however, it's ideal to meet the prospect in person. If your primary goal when calling prospects is to set up a meeting…
Everything you can learn about a client before you call them (and how to do it)We all agree that the more information you have about a client before you call them, the better the chances that you'll succeed with your business proposal. You should get information about the…
Why don't prospects show up at scheduled meetings?The main target of many salespeople when they are addressing prospects over the phone is setting up appointments with these clients. But many businesspeople suffer from not meeting their business…
3 basic rules of a successful business meetingThere are only two possible outcomes of a business meeting where you present your product to a prospect: either you close the deal or you do not. In a recent article, the SellingPower server reminded…
What questions to ask to determine how much money a prospect hasThe question of budget is crucial for everyone involved in a business meeting. In the B2B sector, budgets are often fixed in advance and increasing them is complicated. In B2C, there is usually more…
4 questions to remember for a B2B business meetingSales to a large extent means asking the right questions that help inconspicuously to lead the conversation wherever you need it. But the importance of informal small talk should not be underestimated…
8 quick tips on giving an excellent sales presentationThe sales presentation is a diminishing phenomenon as in most cases it has been replaced by a standard, interactive business meeting. But if you have to present your proposal in front of an investor,…
5 signs that it is not worth wasting time on a prospectAfter some time, every salesperson develops a certain intuition that enables them to see at the very beginning of interaction with a prospect whether that person is worth the effort or not. Sometimes…
4 steps to a powerful 3-minute presentationAre you preparing a presentation, a quick demonstration of your product and how it is used? Instead of long monologues and boring graphs choose to give a short, powerful presentation of your product…
Slacking off on Friday afternoon? You are making a mistakeFriday afternoons become an unofficial “slacking-off” time in companies: it is generally known and tolerated that employees cease to concentrate on work and instead focus on planning their…
How to attract a customer who is also an entrepreneurCompanies selling their goods or services to customers know very well that to be successful, they have to convince customers that their brand is part of the customer's life. To this end they use…
Make business travel as effective as possibleBusiness travel is an effective way of cooperating with new clients, closing sales and helping your business grow. But traveling can also have the opposite effect. It is not free and due to frequent…
Improve your sales in three stepsDo you have problems successfully closing your sales? Salespeople often repeat mistakes and you may be doing the same without realising it. If you want to be a successful salesperson, remember that…
Create a database of potential customersA good potential customer is one who will buy quickly and come back to you regularly. You should set other characteristics of your ideal customers according to your needs. Finding customers who will…
How to keep the interest of a potential clientWhen you start negotiating with a customer who seems to be interested, do not forget that you are still far from claiming a victory. The customer still requires your full attention and you have to be…
