What to Do When No One Answers the Phone

A common problem I hear from salespeople is how tough it is to get into a company under favorable conditions. Back in the day, prospects answered phones. You had a decent chance to pitch your value proposition. Today, 90 percent calls go to voice mail. The ten percent that answer give you only 30 seconds to trigger interest in a return call. Voice mail…

How Do Prospects Find You?

There is a reason why it is called the complex sale: leads are tough to generate; the process from first appointment to close can be long and involved, depending on the competitive environment.  If you take the time to position your firm as an expert, major dividends await you. Results from a buyer’s study could help you shape your strategy. A revealing study called…

Enter Under Favorable Conditions

Trouble getting into companies at the right level? Your problem is a weak value proposition.  First, what is a value proposition?   Well, it’s not a mission statement. And it’s not an elevator pitch. A value proposition is a crystal clear statement of how your product or service solves a client problem, delivers a key benefit and improves the overall business situation. Don’t just qualify…

Insights Issue #1 – Beware the Ad Man

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How Inertia Kills Sales and What To Do About It

People hate change. That’s why you must anticipate resistance from some people in the organization, as you work through a complex sale. Sense it. See it. Plan for it. The “No” factor is a disturbing reality in selling financial and professional services, especially in the complex sale. It’s easy for a client to say no to your offer because we humans experience change as…

William L. MacDonald on the Gabriel Wisdom Show

This interview was given August 16th on the Gabriel Wisdom show on Business Talk Radio Network. Bill discusses his new book "Merge", and explains his simple five-step process to close more business in the tough arena of financial and professional services.   William L. MacDonald on Gabriel Wisdom Show by Pleinaire Strategies

Who Makes the Decision?

Many sales people fall into bidding wars with competition because they don’t know enough about the prospect. And even though I typically land good meetings with decisionmakers, I find it harder today, too. The darker side of technology allows anyone to jump on the Internet, do a Google search, find out what they want to know on any product or service. Suddenly, everyone is…

Overcoming Status Quo

People hate change and will live with the status quo, even if they are unhappy. Change requires work and the sacrifice of valuable time few of us can spare. Complex sales demand even greater change. So be well prepared, present a solid value proposition, and you’ll make the transition easier for your client. If you focus on helping your prospects meet their objectives, they…

When a Hot Prospect Fizzles

You race down the path to the prospect’s big decision, redo proposals multiple times, jump through hoops to meet an impossible deadline, only to hear the screech of brakes in the eleventh hour. The prospect undergoes analysis paralysis, never committing to the final decision, but keeps us hooked with hope. He may say politely, “priorities have changed,” “there’s no budget now,” or (the classic),…

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