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How To Beat The “I’m In A Room Full Of Strangers” Anxiety Great article. Have you ever walked into a networking or business event, scanned the room, and come up empty? There’s not a single familiar face in the crowd. If you’re like most people, that’s about the time when your throat gets dry and your palms get wet.

How to Quickly Build Rapport with Your Prospects Includes good advice for dealing with prospects who are not enthusiastic about salespeople.

Qualifying A Potential Sales Prospect
The Agree Clarify and Legitimize Approach is a simple but effective technique to qualify potential sales prospects. We all know the most common problem during a sales call occurs when a potential sales prospect will not make a decision, a fence-sitter. This 3-step approach will save

Scheduling Your Own Appointments Even your most high-octane business solution will stall in the driveway if you can’t get through to customers who’ll truly benefit from it. This article explains different ways to put yourself in the driver’s seat and schedule your own appointments with time-crunched clients.

The Myth About Prospecting Whether your sales career is just getting started or you’re a seasoned pro, you’re probably aware of the first rule of sales - “It’s a numbers game.“ This rule is based on the premise that you have to contact lots of prospects and get lots of “no’s” before you can find someone to buy from you. And as you increase the number of “no’s,“ you also increase the number of “yes’s.“

The Attitude that Builds Rapport Turns out that people naturally like people who share similar interests. Since most people are deeply interested in themselves, if you’re sincerely interested in a prospect, the two of you have something in common and are therefore in rapport.

Watch the Video Sales prospecting tips and techniques from Dave Hibbard, Founder & CEO of Dialexis, inc., an organization offering a sales training program called SOAR (Surge of Accelerating Revenue) that teaches sales professionals how to make contact and get appointments with C-level decision makers.

Free Sales Training Blog This is a free sales training blog with free sales training articles

Automotive Sales Training Prospecting Ideas It's important to keep your prospecting techniques as up to date as the vehicles you sell. The advent of the internet was one thing, but with advances in technology, keeping in contact with prospects has never been easier. The question is are you taking advantage of these updates? Are you blogging? Texting? Do you use email to communicate with your prospects?

Sales Prospecting During a Recession Sales prospecting during a recession can be a little tricky. However, sales prospecting during a bad economy can be successful if you use powerful sales skills and adjust your sales prospecting strategies.

How to Build Rapport on the Phone Excerpt: "...on the telephone, the qualities of your voice assume an exaggerated importance, shouldering the entire burden of rapport-building that in a face-to-face meeting is carried by your appearance, gestures, facial expression, etc. In other words, during a phone meeting (especially a cold call) the prospect decides whether or not you’re a potential friend based purely upon the qualities in your voice as you present them to the prospect."

The Attitude that Builds Rapport Turns out that people naturally like people who share similar interests. Since most people are deeply interested in themselves, if you’re sincerely interested in a prospect, the two of you have something in common and are therefore in rapport.



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