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WHEN SHOULD YOU QUOTE?

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I believe that the prospect has to earn the right to get a proposal from the salesperson. The Optimal Salesperson® will only write a proposal to a prospect who has completely met all of the elements to be considered a qualified prospect. Most salespeople spend entirely too much time writing proposals. They do a cursory […]

STAY IN THE MOMENT

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Did you ever debrief a sales call with your manager in which they suggest a question that you might have asked but didn’t? Did you ever wonder why it seemed so obvious after the fact to someone who wasn’t even there and it did not occur to you to ask? Part of the reason is […]

WHAT MAKES SELLING SO DIFFICULT?

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     I started my career as an engineer and in those days it seemed to me like the salespeople had the easiest job in the company. They didn’t have to keep up with technology. They didn’t need to pass a test to become licensed. Whenever clients asked really tough questions, they brought the engineers in […]

Avoiding Pipeline Bloat

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Your forecasts are unreliable. Deals look good and then stall. You seem to be wasting a lot of time with prospects who don’t ever make a decision. You have lots of prospects but still struggle to hit your numbers every month. If this describes you, then you may be suffering from a common sales malady […]

2 REASONS NOT TO TAKE TECHNICAL PEOPLE ON SALES CALLS

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           It happened twice this week. Two of my clients had nearly identical situations and both nearly made the same mistake. Let’s take Pete (not his real name) for example. He sells a consulting service to the federal government. He had met a high level official at a luncheon event and during the lunch conversation […]

TWO WORDS NEVER TO USE ON A SALES CALL

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ON BECOMING THE OPTIMAL SALESPERSON® By Dan Caramanico TWO WORDS NEVER TO USE ON A SALES CALL   NEVER ask the prospect what is in his or her budget. I know that sounds like heresy which violates a cardinal principal of sales. I want you to find out how much they are willing to spend. […]

HOW DO YOU DESCRIBE YOUR IDEAL PROSPECT??

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ON BECOMING THE OPTIMAL SALESPERSON® By Dan Caramanico HOW DO YOU DESCRIBE YOUR IDEAL PROSPECT??   Identifying your prospect is critical if you are to grow your book of business rapidly and efficiently. When I ask salespeople to describe their ideal prospect, I often get vague answer s or answers which are not very useful.  […]

Persistence

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BECOMING THE OPTIMAL SALESPERSON® By Dan Caramanico Persistence is a critical attribute of the Optimal Salesperson® but is often misunderstood. Most people think of persistence as that quality in a salesperson which allows them to follow up and follow up and to never tire and to never give up until they get the sale. This […]

SELL YOURSELF FIRST

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BECOMING THE OPTIMAL SALESPERSON® By Dan Caramanico   SELL YOURSELF FIRST Your beliefs make all of the difference on a sales call. Generally, when people bring up this topic they are talking about believing in your product. I take belief in your product as a given. If you don’t believe in the product or service […]