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Mercury Professional Development, Inc. | Phoenix, AZ
 

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People buy from people they like and trust. As a professional sales person, it's our role to establish that trust quickly and effectively. We use our Bonding and Rapport tool set to establish trust, find the prospect's motivations and drivers, and help the prospect decide if it makes sense to work together.

Prospects don't always share the full picture with you.  Sometimes, they even use you for "free consulting".  Ensure your prospects are qualified before investing the time to provide a quote.  <Go to the Video>

Do A Reality Check
Eliza, a new sales hire, had posted an abysmally low closing ratio in her first 60 days on
the job. She was spending most of her time with prospects who ended up picking her brain
for advice and information … and then disappearing. Frank, her manager, asked her
during a coaching session why she thought that was happening.....

Our goal in prospecting with our 30 second commercial is to uncover a need or challenge from our prospect that we can help solve. When we surface the need, we build conviction, and then set up a meeting.

Dear Mary, I have a team of sales people that report to me. I’m frustrated that they don’t seem to be capable of being independent. How do I help them be less reliant on me?

--Overloaded Sales Manager

Dear Overloaded Sales Manager

Interesting question. First off, you’re not alone. I’ve had several conversations with sales leaders this past week voicing the same baseline concern. How are they supposed to balance their workload and their team dependency on moving the pipeline forward and closing new business?

Dear Mary: I’ve been in sales for 4 years. Yet I still struggle to navigate effectively between a transactional sale and a relational sale. How can I effectively bond with my prospects to tilt my sales engagements to be more relational?

--- Selling at the surface

Dear Selling at the surface, We are all familiar with transactional sales- we do it all the time. We might purchase something from a big box store– arrive, shop, stand in line, pay and leave. No relationship established. It’s all about the transaction.

 

Ryan, a salesperson in his mid-fifties, had hit a performance plateau. His commissions had been
flat for the past six months, and he had narrowly missed quota in each of those months. He
scheduled a meeting with his manager, Jeannine, to see if, working together, they could identify
any steps that would turn this pattern around...

If you are competing on price, you're in a losing proposition. Avoid the price game by...

Perhaps the easiest way to avoid wasting time with questionable opportunities is to be
more selective about which ones you allow to enter the pipeline in the first place. A more
stringent “pre-pipeline” screening step may be worth considering. What are the criteria for
entering that active phase of your pipeline?

Common wisdom is that buyers lie. The reality is... buyers don't lie, prospects lie...