by Steve Kloyda, The Prospecting Expert Call it what you want… lead generation, business development, canvassing, door to door, talking with referrals, follow up from a networking event, asking for referrals or even making the “Dreaded Cold Call.” You can disguise it anyway you want. You are prospecting! The bottom line with any of these […]

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By Bill Hellkamp, REACH Development Systems Over the years I have had the pleasure of managing, training and coaching many sales men and women. During that time I have observed that each of them had a certain level of innate selling ability. My job was to help them identify where they were in this hierarchy, […]

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As a presentation trainer and coach, I deal weekly with one of the most common fears from which people suffer – public speaking. And I have seen how just that one fear can damage a person’s ability to succeed. For my own part, I deal with slight claustrophobia (fear of confined spaces) which probably won’t […]

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Last week I asked a CEO what he wants from a salesperson when they call on him. He said that there are three things he expects to hear: 1. Product, industry and company knowledge 2. A prepared interview process 3. Creative ideas to save money or improve his organization If you really want to have […]

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The selling gap is the difference between where a client is (in relation to your product) and where they would like to be. Sometimes that gap is desire and sometimes it is pain. Your goal is to discover the gap and if possible, widen it. We do this through thoughtful and strategic questioning. For example, […]

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