Chapter 4 laid out the basic framework for a successful new business sales attack.

Team Selling.

Samples and Demos.

If your personal sales success depends on indirect selling to key influencers and referral sources, it follows that you would have a specific plan of attack for this group of targets. The best reps treat this list as if their referral sources are the actual prospects. Accordingly, they monitor sales activity and results from the effort put against

Prisoners of hope describes salespeople who have, for the most part, stopped working the sales process and ceased pursuing new opportunities because they are so hopeful the precious few deals in their pipeline are going to close.

More often than not, deals go dark when you’re blindsided by some factor you didn’t discover earlier in the process. Maybe your contact, the person you’ve been meeting with, truly didn’t have authority to buy. Or was there no money to fund a solution. Possibly our definition of “soon” didn’t align with your prospect’s.

Customer/client issues, the first building block and bedrock of our compelling sales story, refers to: Customer pains we remove Client problems we solve Opportunities we help customers capture Results we achieve for clients

Buyer will not resist sales messaging that begins with items and issues that are top of mind for them. We must become comfortable and conversant speaking about the pains we remove, problems we solve, and results we achieve for customers.

It takes time to settle in and find the groove, so I’d suggest a minimum of ninety minutes per time block. Three hours is probably the limit on the upside,