1. Free Cashflow Stress Test
  2. Free Survival Planning Session
  3. 7 Steps to Pivot Your Marketing
  4. SWOT Examination and Opportunity Planning Session
  5. BDC Small Business Loan
  6. What is the Temporary Wage Subsidy for Employers?
  7. EWSP (Employment Work Sharing Program)
  8. Business Oxygen
  9. How to Close More Sales
  10. Why Connecting with the Tough Decision Makers is Worth Your Time
  11. Having A Bad Day? Find Something Beautiful
  12. What are you worth?
  13. 10 Ways to Foster a Culture of Innovation and Creativity
  14. What are you Measuring in Your Business
  15. 7 Ways to Dramatically Grow Your Business
  16. Company Culture – How to Cultivate the Right Kind for Your Business
  17. How to Keep Your Employees Happy at Work
  18. Four Reasons to Use B2B Email Marketing
  19. Qualities of Good Leaders
  20. How Stress Can Affect Your Job Performance
  21. Making a Customer Relation Management (CRM) System Work For You
  22. Do You Have The Symptoms Of Affluenza?
  23. Culture Of Leadership
  24. A Business Coach Engages in Provocative Conversations
  25. Are You A Carrot, An Egg, Or A Coffee Bean?
  26. Measure Your Way to Success by Using KPI’s
  27. Ensure a Good Return on Your Investment
  28. A Business Coach; A Clients Journey to Self Discovery
  29. Is Your Business Growing or Dying
  30. Breakeven Analysis
  31. Keeping Score in a Winning Business
  32. Exercise wisely…
  33. Roots
  34. Muck & Money
  35. Who said that?
  36. Why are owls so wise?
  37. Business Success: Eight Fundamentals
  38. Uncomfortable Conversations
  39. Are you working hard or just working long hours?
  40. Investing Time on the Right Tasks
  41. COACHING — Not just for GOLF!
  42. Don’t Think Outside the Box – Redefine It!
  43. Ten Reasons People Resist Change
  44. The Art of Delegating
  45. How to Make Your Business Writing Twice as Good
  46. Increase Profits by “Pruning” Your Business
  47. Features versus Benefits
  48. Are you lucky? Or just on your game?
  49. 10 Elements of a World-Class Company
  50. How fresh are your marketing strategies?
  51. Business: The $20,000 Phone Call
  52. Business – Game Changer
  53. Are you still learning?
  54. Riding a Dead Horse
  55. Business & Baseball
Thursday, April 2, 2020
  1. Free Cashflow Stress Test
  2. Free Survival Planning Session
  3. 7 Steps to Pivot Your Marketing
  4. SWOT Examination and Opportunity Planning Session
  5. BDC Small Business Loan
  6. What is the Temporary Wage Subsidy for Employers?
  7. EWSP (Employment Work Sharing Program)
  8. Business Oxygen
  9. How to Close More Sales
  10. Why Connecting with the Tough Decision Makers is Worth Your Time
  11. Having A Bad Day? Find Something Beautiful
  12. What are you worth?
  13. 10 Ways to Foster a Culture of Innovation and Creativity
  14. What are you Measuring in Your Business
  15. 7 Ways to Dramatically Grow Your Business
  16. Company Culture – How to Cultivate the Right Kind for Your Business
  17. How to Keep Your Employees Happy at Work
  18. Four Reasons to Use B2B Email Marketing
  19. Qualities of Good Leaders
  20. How Stress Can Affect Your Job Performance
  21. Making a Customer Relation Management (CRM) System Work For You
  22. Do You Have The Symptoms Of Affluenza?
  23. Culture Of Leadership
  24. A Business Coach Engages in Provocative Conversations
  25. Are You A Carrot, An Egg, Or A Coffee Bean?
  26. Measure Your Way to Success by Using KPI’s
  27. Ensure a Good Return on Your Investment
  28. A Business Coach; A Clients Journey to Self Discovery
  29. Is Your Business Growing or Dying
  30. Breakeven Analysis
  31. Keeping Score in a Winning Business
  32. Exercise wisely…
  33. Roots
  34. Muck & Money
  35. Who said that?
  36. Why are owls so wise?
  37. Business Success: Eight Fundamentals
  38. Uncomfortable Conversations
  39. Are you working hard or just working long hours?
  40. Investing Time on the Right Tasks
  41. COACHING — Not just for GOLF!
  42. Don’t Think Outside the Box – Redefine It!
  43. Ten Reasons People Resist Change
  44. The Art of Delegating
  45. How to Make Your Business Writing Twice as Good
  46. Increase Profits by “Pruning” Your Business
  47. Features versus Benefits
  48. Are you lucky? Or just on your game?
  49. 10 Elements of a World-Class Company
  50. How fresh are your marketing strategies?
  51. Business: The $20,000 Phone Call
  52. Business – Game Changer
  53. Are you still learning?
  54. Riding a Dead Horse
  55. 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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