Most professionals enjoy those aspects of their job that are intrinsically related to their professional training but feel pressure when it comes to sales. This is despite the fact that sales is quite contained within the context of a professional practice. There is another way.Think of a relay race, where the timing of each activity […]
9 Touches to Make a Sale
Have you ever made a slew of cold calls or sent out a bulk mailing and wondered why so few sales resulted from your efforts? You may be interested to know that, on average, it takes 9 touches to make a sale. If you made one phone call or sent out one introductory letter, you […]
Qualifying Before Selling Delivers Enormous Time Savings
One step of the sales process is critical to minimizing the time spent selling a prospect that is not going to buy. Qualifying. There are many different ways to qualify prospects including online inquiry submission forms and assessment questions for first phone calls, email messages and meetings. Any of these methods will work, as […]