Does silence make you nervous? What if saying nothing sometimes, is the best thing?

Asking questions to uncover the primary problems, and the path to the solution, is essential as a smart salesperson. Sometimes, after some more simple questions, the prospect may have nothing to say at all – This may be a moment of thought. Many salespeople, people in general, cringe when there is silence and want to fill it right away. They assume that quiet means death of a sale, and that something wasn’t said right on their end, or a point wasn’t made that should’ve been made,

When has a signed contract come from a salesperson’s monologue?

It seems to make common sense. To know how best to approach a prospect, and how to highlight the service or product a salesperson is selling, that a salesperson ought to be doing the most listening. Prospects should always talk the most. The more and more a prospect talks, the more a salesperson will be able to determine if a sale is possible.

Yet, as many in sales know, this rarely happens. Think of the rambling salesman, running around a car with a potential customer pointing at all the

How often have you tried to get a contract signed, when there just wasn’t any connection?

Have you ever approached a stranger on the street, given them the entire pitch of your product or service that costs $10,000 in a mere two minutes? Would you honestly expect them to buy it on the spot? The first dial, the first encounter, is supposed to be a quick and simple effort to become acquainted. The purpose is to see if there may be interest, and then set up a meeting.

On a cold call, or first contact, the prospect may not

Procrastinating never turns out well, especially when you are looking for new prospects.
Do you remember a time where stalling cost you stalled revenue?

Those who are successful in sales can appreciate the enjoyment of looking for prospects. Of course there is not much joy to be found in a world where facing rejection happens day in, day out, while making a bunch of cold calls. However similar to a basketball player alone in a gym, shooting a thousand free throws, salespeople focused on closing the deal or making that shot, understand it’s something that just has to be