Referrals are the shortest path to connecting with potential new clients and new contacts with existing clients.  How well is this working for you?  Some ideas on connecting with referrals and remaining engaged with the contacts providing them...

During a normal year people are on vacation for some portion of the summer, including your competition.  The translation could be MORE opportunities for your business…why?

While working harder may result in more deals closing, adjustments in the steps you take toward closing a deal may be more productive.  What approach can reveal potential improvements?

Yes, I mean an actual, physical note that you HANDWRITE or create (eCard).  Almost no one does this.  This is the point...and…the opportunity to stand out in your customer’s mind!

You know you will get them…how to address them?  You can either hope you do not get them or take a proactive approach.  Likely you will be more comfortable if you are prepared…

If trying to “close” a deal creates anxiety for you, try looking at this from a different perspective.  You have worked hard to create and promote the value of the solution(s) you offer.  Trying to close a deal is really asking the client for their perspective...so, stay curious...

Whether you are in a sales role or pursuing another one, using this type of document will demonstrate your ability to: Think ahead Pay attention to detail Ensure you are organized Make yourself accountable to follow a plan

Your customer wants to move forward with your solution but does not have sufficient funding.  Some ideas on how to make progress despite this challenge...

Think of this as an opportunity to better understand the client’s perspective.  An approach to getting this objection less often, learning about why you got this objection and how you might respond…

Have you transitioned from working on $500 deals to $5000 deals...OR...$5,000 deals to $250,000 deals?  Early in my career, I went thru this transition and got some great advice from a VP Sales I reported to.  Here is an outline of what he suggested.

When you are following up on a lead there can a temptation to go right into asking about specifics on the deal (e.g. when, dollar value, how many…etc).  This is what many of your competitors are doing…so, be a little patient and separate yourself from competition by listening and learning first.  How you might approach the early part of the conversation…

Your effort to find and close business may encounter a variety of challenges.  Are you getting stuck at certain points in the process? 

Help when there is NOTHING in it for you

When a customer asks what or how much experience you have with a certain solution, how do you respond?

When a customer asks if an engagement can be completed by a date that makes you uncomfortable, how do you respond? 

Have you ever “winged” a presentation?  I know I have in the past…generally, I did not like the results. 

While you might prepare well for a meeting, you may get questions you are not prepared for.  Some ways to handle them...

Have you asked a customer questions and not received the reaction you hoped for? 

If you are working on building client relationships around the holidays, hopefully you are getting some opportunities to schedule meetings. 

ow do you get some clarity from the experience and, more importantly, some value?