http://entrequest.com/Entrequest-blog Thu, 01 May 2008 16:39:38 +0000 http://backend.userland.com/rss092 en Let’s talk about the process of overcoming objections, which we call “align and redirect.”  First, we all know that objections are a part of sales.  “No money, not the decision maker, wrong timing, have a similar solution, too complicated.”  Many salespeople want to redirect a prospect’s attention the moment he ... http://entrequest.com/Entrequest-blog/index.php/2008/05/01/overcoming-objections/ What is the danger of using demos, presentations and collateral? The danger is that most people use demos, presentations and collateral as a substitute for having a well thought-out and well executed sales strategy. PowerPoint can be one of the single most effective communication tools, but it is misused by 80-90% of ... http://entrequest.com/Entrequest-blog/index.php/2008/03/14/dangerous-demos/ How do you get past the gatekeeper?  There are three basic rules.  But before we get to those three rules, there’s something you must understand: who is the gatekeeper? Traditionally, the gatekeeper has been a secretary, receptionist or some other live person.  Although these roles still exists, the majority of the ... http://entrequest.com/Entrequest-blog/index.php/2008/03/06/getting-past-the-gatekeeper/ How do you ensure that you will be successful at networking events?  The key phrase to remember is that you need to be interested, not interesting.  That should set you apart, because everybody else is there with the other agenda of being interesting. The amount of knowledge that you can generate ... http://entrequest.com/Entrequest-blog/index.php/2008/03/06/successful-networking/ Dealing with hard-ball negotiators.The key to dealing with hard-ballers is playing their game, on terms that they think are their terms, but arriving at your outcome. All hard-ballers want to do is extract a pint of blood. Some people do it because they really like saving the money, and some ... http://entrequest.com/Entrequest-blog/index.php/2008/02/14/dealing-with-hardballers/ Here’s the deal with RFPs.  You need to delete every RFP that hits your inbox, unless you helped to write it.  Why?  Because the RFP process typically does not allow you to connect with a decision-maker.  Some RFPs will.  There is query period, and if you can get a meeting ... http://entrequest.com/Entrequest-blog/index.php/2008/02/14/delete-the-rfp/