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Praxis Growth Advisors, Inc. | Boston and the South Shore, MA

Eric Warner

Think for a second, is “no” really a bad thing? If a real and material problem does not exist and we help create one for the sake of a deal; will we have a good long term profitable client? Probably not. What if we spend a long time ignoring obvious objections and issues only to discover they are material roadblocks to your sale? How many times have we wasted precious time and ample energy chasing something that we could have ended long before we invested our valuable time and energy trying to create an opportunity?

Information is everywhere today so at what point do you decide it's time for action?

How much time do you truly spend coaching your team?
5 tips to ensure you are coaching your team not just supervising or training.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

5 ways to ensure you stop telling and start selling 1. Scrub your assumptions away! 2. Consider why something was said, not what was said. 3. Create and environment of mutual agreement. 4. Uncover emotional needs not intellectual needs. 5. Let the prospect do the arithmetic.

Sounds odd, doesn’t it?

When I asked one of the managers I coach how he divided his time between supervising his team and holding them accountable to specific goals, training them on new skills, coaching them on how to apply these skills and then mentoring them on the company culture for model employees he was stumped.

Once a prospect has committed to spending time with you - are you fully committed to them? What if you prepared for them like you would prepare for a day with one of your idols?

What you can learn about sales from an astronaut.

How to increase your prospecting odds! So you don't feel like you are playing the lottery.

Identify the most relevant pain indicators your prospects are likely to experience. Then use those pain indicators as the foundation of a respectful peer-to-peer conversation about whether it makes sense to invest the necessary time and energy in a deeper discussion about the possibility of working together. If it doesn’t make sense… move on!