Skip Miller joins Jim Blasingame to reveal the number of “touches” that are required for successful outbound prospecting, including every one; email, call, social media, etc.
Skip Miller joins Jim Blasingame to discuss the several different factors that have contributed to the erosion of tried-and-true professional sales skills that will always be powerful regardless of how much digital interference we have.
Skip Miller joins Jim Blasingame to remind that the sales process is like mining for gold, and the treasure you seek is in the heads of prospects and customers, which can’t be extracted if you’re talking and not listening.
Skip Miller joins Jim Blasingame to reveal how to turn around a person or team that is experiencing poor sales performance by returning to focusing on being relevant to the human on the other side of the desk.
Skip Miller joins Jim Blasingame to reveal that when you have a prospect that won’t pull the trigger, they keep saying “maybe,” give them some homework to do to find out if they’re still a qualified prospect.
Skip Miller joins Jim Blasingame to reveal that when a prospect keeps saying “maybe” you have to ask them the question of when would you need to take delivery of this product/service.
Skip Miller joins Jim Blasingame to reveal that if you ask a prospect when they’re going to take delivery of a product that is what you sell, that will give you the answer to your next move, close or take them off your prospect list.
Skip Miller joins Jim Blasingame to reveal that while hearing is an involuntary response of the ear, listening takes human intention characteristics and is essential for professional and personal success.
Skip Miller joins Jim Blasingame to reveal that there are certain communication skills around how to ask questions the right way that will help you nurture prospects into customers in the way they prefer in The Age of the Customer.
Skip Miller joins Jim Blasingame to reveal how to determine the position of a prospect’s journey of understanding as they make a purchase, and how to plug in at the right place to establish your relevance.
