Friday Faves – 6.17.16

061716Summer’s coming.  And with it vacations – yours and prospects.  Are you in touch with deciders for your key opportunities to know when they’re off this summer?  If not, your pipeline and forecasts may be off, too.  Sure, things slow down in the summer, but you need to keep these opportunities moving to close.  And, you need to put new prospects in your pipe during the summer, too.  (Sales never takes a vacation.)  Give it some thought now, and you can avoid the Dog Days of August.

Feature/Benefit – Or – Feature/Price – Interesting take on a time-honored belief.

Take One Small Action Now – For years, I’ve taught that closing a deal is the last of a series of smaller closes.  Here is the same principle applied to personal/professional development.

PROBLEM VS NEED – WHY YOU SHOULDN’T SELL TO A CUSTOMER’S NEED – Sorry for the CAPS, but it’s this writer’s style.  If you go this route, and discover problems, you must follow with these questions:  1.  How long has this been a problem (degree of impact on client company)? 2.  What have you done about it (what hasn’t worked)?  3.  How committed is your organization to dealing with the problem (willingness to listen/buy)?  If you start pitching to the problem before you ask these key qualifying questions, they could just be throwing you a bone.

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