When you get an email from a prospect with one of the following requests, what do you do? Send me a quote for… Provide us with more information about… We’d like a proposal… Forward us a brochure on… If you thought, “reply by email,” you j…
Read moreProspects like to play games with salespeople. The purpose of games prospects play is to make a salesperson feel not-OK. When a salesperson feels not-OK in front of a prospect, they are more likely to give up their time and information in the hope that…
Read moreWhen the calendar turns to July and August, most people struggle to prospect because they believe that all of their prospects are on vacation. Often summer is a great time to reach decision makers. They are in the office while their staff is away. As, …
Read moreHere is the problem: 99% of people out there are already doing what they think is in their best interest. Of course, there’s the 1% who hate themselves and are self-sabotaging, but for the most part, you are probably doing right now, what you t…
Read moreIn regards to your business, the expertise you have gained over the years is completely worthless… until someone gives you money for it. If you have a medical doctorate, all you really have is a bunch of student loans until you have patients, and…
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