December 5, 2014

Prospecting Tips Video: Drip Value, Lose these Phrases & Stop Over-Qualifying

Earlier this year three of my favorite sales gurus and I conducted a fun, quick-hit, live web-video conversation offering blunt comments and bold tips for salespeople. We had a blast alternating between arguing the finer points of sales and patting each other on the back for being so smart. The audience feedback praised both the practical nature of the content and the engaging format.

Over the next several weeks I’ll post short (two-minuteish) video excerpts from the live conversation. This week’s clip picks up with Andy Paul sharing the importance of adding value as we “drip” what I like to call value nuggets on target prospects. From there, I implore salespeople to banish a few overused and unhelpful phrases that have unfortunately become go-to openers when prospecting. And then I conclude the segment with a rant about the consequences of over-qualifying too early in the sales process.

I’d love to hear your thoughts about the topics in this clip or your feelings in general about using short video clips for blog posts. Please feel free to share this post using the buttons at the bottom of the page, or you can contact me here.

 

Teaser: In my next post I’ll share why I am opposed to most professional salespeople wearing company logo shirts —  fully expecting many of you to be angered, offended or disagree. Stay tuned.