Are You a Wall Flower? Four Tips to Overcome Networking Shyness
How many of us have attended networking meetings, or other types of social/business functions, only to be overcome with shyness—or what I call a “fear to mingle”?
Prospecting
Networking, Newtonian Style: An Introduction to Centers of Influence
To learn about centers of influence, we must really look to physics. You see, when it comes to interpersonal relationships, people are like heavenly bodies.
To Get Referrals, Stop Asking for Them! (Part 2)
To get referrals: The best person to give you a referral is he or she who has personally benefited from, and more importantly, values the service you provide.
To Get Referrals, Stop Asking for Them! (Part 1)
The biggest mistake sales professionals make when seeking referrals is not asking for them. I stand by that. However, what’s the second biggest mistake?
What Sales Prospecting is NOT
A lot of the pieces I share here on Market Leadership Journal focus on one of the countless aspects of sales prospecting. So I thought it would be helpful to share some important points specifically about what prospecting is, and also about what prospecting isn’t.
The Secret to Sales Script Success
You would not want to be in the courtroom, on the operating table or in the plane if the person in charge was not, in way, well scripted. The same is true for sales professionals.
Which Comes First…the Smile or the Dial?
Chances are you have heard the expression “Keep smiling and dialing!” The idea is that people on the other end can sense it. But which comes first?
Follow Up Until: the Art of Gentle Persistence
When following up with prospects, remember that they will not call you back, even if they have an interest. It takes following up, with gentle persistence.
Everybody Prospects!
Drawing on more than 40 years of experience, Jim McCarty shares sales techniques known as Showbiz Selling. It begins with a mantra: Everybody Prospects.
Don’t Go it Alone: The Roles of Your Board of Advisors
The idea of a board of advisors is nothing new. Indeed, it can you maintain objectivity in your career and business decisions. But there are many more benefits of building a board.