Sales Prospecting Tips. Podcast Interview With EyesOnSales

I just finished an interview with the great folks at EyesOnSales. Their lead editor, Leah Rust, talked with me about the sales prospecting process and how to deal with sales prospects that never seem to make a decision during the selling process. Of course, we’d all prefer sales prospects to say “yes,” but at least when they say “no,” we can move on. Sales prospecting closure, so to speak. The interview is entitled, “How to Get the Stuck Sale Moving” — the podcast is available at the EOS website.

Fence-sitters and dead-enders can take up inordinate amounts of your sales prospecting time and energy, often with little to show at the end. A big problem is — some of your best customers may also be slow to decide — especially in the early stages of the customer relationship. How do you differentiate?

My sales prospecting approach focuses on listening and responding techniques to deal with the three most common customer responses during a typical sales call:

  1. “Send me more information”
  2. “I need to talk it over with ______________”
  3. “Call me back in three months”

My methods will help you handle these responses to determine if a true sales prospecting opportunity exists. In the end, you’ll be able to devote more of your quality time and energy to your quality customers and skip those fence-sitters and dead-enders.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).