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Prospecting & Qualifying

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.

THIS PODCAST IS INTEND FOR SALES PEOPLE WHO MUST PROSPECT:

If you find that prospecting keeps getting pushed to the side...your time is filled with client calls, fire fighting, salesforce tasks, but you never quite get to the cold prospecting activity, this is for you.

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.

Our client just told us a story about how they obtained a meeting with one of their strategic prospects. The most important? Aiming high.

I've outlined their steps here:

Eight simple questions about your personal approach to prospecting

 

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.

 

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

 

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.

 

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. Brian is an award-winning Sandler Trainer in San Diego, CA.