How do I get Prospects Excited about My Products/Services?

One of my clients writes: "My biggest challenge is that I make a lot of calls for my company, and I cannot get anyone to call me back.  I work for a company that sells office space solutions; we specialize in office design and construction.  There are a lot of innovative things we can do for companies, but no one wants to talk about renovating office space.  In fact, the words renovation and construction seem to scare many prospects away.  How can I get people to call me back?" Your challenge hits home with me.   I sell training solutions. If I called one hundred people and left a voicemail saying, “I’m Paul Cherry and I specialize in training solutions, give me a call if you are … [Read more...]

My Customer is Too Chatty!

Salespeople are famous for loving to talk, but many customers are the same way!  What do you do when your customer is talking your ear off about anything and everything? Customers, like everyone else, love to talk about themselves, and I am a captive audience.  I have learned that I need to build time into my sales meetings for conversations that are off-topic.  There are times however, when a customer goes on and on about a topic and I need to change the course of the conversation to get us back to the subject at hand. Here is an example of a time when I did just that: I was meeting with an electrical distributor in the Midwest and he was talking to me about his love of fishing. I was … [Read more...]

How to Avoid the “Check-In” Call

I have so many salespeople tell me some version of the following: “I feel like I get into a rut with long-term customers. My company requires that I call on existing customers at least once every two months. They have explained that they want us to provide concierge level service to our customers, and they believe that these frequent contacts will lead to loyalty on our customers’ parts and increased sales on our part. But, I feel like most of these calls do not have a purpose. I am just “checking in” to see how things are going with the customer.” There is nothing sadder than a sales call with no purpose. No one wants to say, “Hi this is Paul, I’m just checking in to see how things … [Read more...]

WOW a Prospect in Five Minutes or Less!


How many times have you met a new prospect, only to be told, “I only have five minutes, so tell me what you got”? A salesperson faced with that situation will often try to get as much information across as they possibly can in that short amount of time. We all know how this scenario plays out. The prospect says, “I’ll get back to you,” or “Give my office a call” and you are never able to reconnect with him or her. Before we talk about what you should do, let us talk about these prospects for a minute.  The reason many prospects say that they only have five minutes, is because they have their guard up against pushy salespeople and they want an “out” if your sales pitch is a dud.  These … [Read more...]

How do I find out who the decision maker is in a new organization?


As you have probably realized, you cannot just come out and ask, “Are you the decision maker” when you meet a prospective client. The question can seem too forward and rude, and most people will answer with “yes” even if they are not really the decision maker. So, how do you find out the information you need to know about the organization and its process? You need to rephrase the question in an open-ended manner.  You can start with this:  “Help me to understand your company’s decision making process.” When you try to engage someone this way, you are more likely to get the information you desire, such as: The other people who are involved in the buying process How decisions are made … [Read more...]