Closing the deal
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Closing the deal

So we’ve qualified our leads, then we discovered the scope of their issue and educated them about the implications it has for them, now it’s time to close the deal.  Do you: A. Send a proposal via email and wait for your prospect to call? B. Give your prospect a call, “Just to follow up…

Don’t waste your time with people who aren’t going to buy!
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Don’t waste your time with people who aren’t going to buy!

When you are responsible for sales, you have only one currency to spend — your time.  So, it’s incredibly painful to spend time with a prospect and then find out that they don’t have the money, or they don’t see the value in your services. It’s especially painful when you’ve invested time with a prospect, created…

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Narrow the focus

We talked previously about the massive uncertainties that we’re facing in 2020 — unprecedented unemployment globally, a genuine public health threat, a presidential election year, and social change that we haven’t seen in a generation.  My recommendation was to narrow your focus, to pick one thing that you could do consistently and focus on doing…