In today’s selling world, buyers are under more pressure than ever before. With purchase decisions being more heavily scrutinised, this makes avoiding rejection when cold calling all the more difficult for sales people. The challenging…
Category: Sales Prospecting
RSS FeedAvoiding Rejection When Cold Calling
The Importance of Identifying and Understanding Buyer Personalities
January 9, 2012
An ability to understand and identify the personality of the buyer is one of the most useful sales techniques in a sales person’s arsenal…
Be Aware of Your Sales Personality to Adapt Your Selling Approach
December 7, 2011
While there is no “right” personality that will work for everybody, an awareness of your own sales personality will enable you to adapt your selling approach to suit your buyer’s preferences…
8 Cold Calling Tips for Building Rapport with Clients
October 19, 2011
Cold calling is all about building rapport with the sales prospect. Here are 8 cold calling techniques that will help you to successfully build rapport with senior clients and increase sales…
Sales Prospecting: Key Performance Indicators
July 29, 2011
To nurture existing business and to win new business faster, it’s essential that key account managers and business development professionals approach the right targets. While it’s important to do the necessary research to determine that…
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