1. BizX Canada Awards
  2. How to Close More Sales
  3. Why Connecting with the Tough Decision Makers is Worth Your Time
  4. Having A Bad Day? Find Something Beautiful
  5. What are you worth?
  6. 10 Ways to Foster a Culture of Innovation and Creativity
  7. What are you Measuring in Your Business
  8. 7 Ways to Dramatically Grow Your Business
  9. Company Culture – How to Cultivate the Right Kind for Your Business
  10. How to Keep Your Employees Happy at Work
  11. Four Reasons to Use B2B Email Marketing
  12. Qualities of Good Leaders
  13. How Stress Can Affect Your Job Performance
  14. Making a Customer Relation Management (CRM) System Work For You
  15. Do You Have The Symptoms Of Affluenza?
  16. Culture Of Leadership
  17. A Business Coach Engages in Provocative Conversations
  18. Did you Make Your Move in 2018?
  19. Are You A Carrot, An Egg, Or A Coffee Bean?
  20. Measure Your Way to Success by Using KPI’s
  21. Ensure a Good Return on Your Investment
  22. A Business Coach; A Clients Journey to Self Discovery
  23. Is Your Business Growing or Dying
  24. Breakeven Analysis
  25. Keeping Score in a Winning Business
  26. Exercise wisely…
  27. Roots
  28. Muck & Money
  29. Who said that?
  30. Why are owls so wise?
  31. Business Success: Eight Fundamentals
  32. Uncomfortable Conversations
  33. Are you working hard or just working long hours?
  34. Investing Time on the Right Tasks
  35. COACHING — Not just for GOLF!
  36. Don’t Think Outside the Box – Redefine It!
  37. Ten Reasons People Resist Change
  38. The Art of Delegating
  39. How to Make Your Business Writing Twice as Good
  40. Increase Profits by “Pruning” Your Business
  41. Features versus Benefits
  42. Are you lucky? Or just on your game?
  43. 10 Elements of a World-Class Company
  44. How fresh are your marketing strategies?
  45. Business: The $20,000 Phone Call
  46. Business – Game Changer
  47. Are you still learning?
  48. Riding a Dead Horse
  49. Business & Baseball
Monday, February 24, 2020
  1. BizX Canada Awards
  2. How to Close More Sales
  3. Why Connecting with the Tough Decision Makers is Worth Your Time
  4. Having A Bad Day? Find Something Beautiful
  5. What are you worth?
  6. 10 Ways to Foster a Culture of Innovation and Creativity
  7. What are you Measuring in Your Business
  8. 7 Ways to Dramatically Grow Your Business
  9. Company Culture – How to Cultivate the Right Kind for Your Business
  10. How to Keep Your Employees Happy at Work
  11. Four Reasons to Use B2B Email Marketing
  12. Qualities of Good Leaders
  13. How Stress Can Affect Your Job Performance
  14. Making a Customer Relation Management (CRM) System Work For You
  15. Do You Have The Symptoms Of Affluenza?
  16. Culture Of Leadership
  17. A Business Coach Engages in Provocative Conversations
  18. Did you Make Your Move in 2018?
  19. Are You A Carrot, An Egg, Or A Coffee Bean?
  20. Measure Your Way to Success by Using KPI’s
  21. Ensure a Good Return on Your Investment
  22. A Business Coach; A Clients Journey to Self Discovery
  23. Is Your Business Growing or Dying
  24. Breakeven Analysis
  25. Keeping Score in a Winning Business
  26. Exercise wisely…
  27. Roots
  28. Muck & Money
  29. Who said that?
  30. Why are owls so wise?
  31. Business Success: Eight Fundamentals
  32. Uncomfortable Conversations
  33. Are you working hard or just working long hours?
  34. Investing Time on the Right Tasks
  35. COACHING — Not just for GOLF!
  36. Don’t Think Outside the Box – Redefine It!
  37. Ten Reasons People Resist Change
  38. The Art of Delegating
  39. How to Make Your Business Writing Twice as Good
  40. Increase Profits by “Pruning” Your Business
  41. Features versus Benefits
  42. Are you lucky? Or just on your game?
  43. 10 Elements of a World-Class Company
  44. How fresh are your marketing strategies?
  45. Business: The $20,000 Phone Call
  46. Business – Game Changer
  47. Are you still learning?
  48. Riding a Dead Horse
  49. Business & Baseball

Presenting a product or service to someone who cannot say “Yes!” and is not the primary decision-maker is one of the biggest wastes of time in the sales game.

At certain times in the sales process, it can be appropriate to present to someone who can only recommend your products. It’s crucial to be aware that every time you present to a non-decision maker, you lose an essential edge in the sales process: CONTROL.

Some say that selling is a numbers game — if you see enough people, you will eventually make enough sales. Many knowledgeable veterans don’t subscribe to this philosophy, however.

Fear of rejection is one of the significant causes of failure. If your sales strategy is to see lots of people, regardless of how qualified they are, then you’re setting yourself up for even more rejection.

Save your time and energy for connecting with the top decision-makers.

When calling a new prospect, ask him or her, “Who is the person in your organization who makes the buying decision for (or about)­­­­________? And then, “Who is that person’s supervisor?” Then say thank-you and call the supervisor. It could be the president, a senior VP, or even the CEO — it doesn’t matter. You’re merely looking for the ultimate decision-maker at that location (i.e., branch, division, subsidiary, etc.). Avoid leaving a voice mail message.

Remember — you have to get the decision-makers attention before you can create interest and desire in your product or service. So before calling, make sure you know what that person’s dominant problem, challenge, or need is that your product or service will solve. Otherwise, you’ll likely end up logging another failed cold call.

Do some detective work before you call the ultimate decision-maker. The best approach is to work primarily from referrals. This can save time and resources as well as speed up the sales cycle.

Kent Boehm

Business & Leadership Coach 
403.690.8363 or kent@ninebusinessgroup.ca 
onbusinesscoaching.com 
businesscoachingcalgary.com

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