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All too frequently, salespeople schedule appointments…and then forget about them until the day before the scheduled dates. Do you? Is preparation a last-minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments were scheduled…and perhaps a review of the prospects’ websites, advertising, or marketing materials?

Can you answer the following questions about your next prospect appointment?

Recently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the “i”s, crossed all the “t”s, covered all the bases, and answered all of the prospect’s questions. But, instead of a buying decision, you only received a stall, a put-off, or a request for some concession. At whom do you point the finger of blame?

Everyone knows someone. Actually, everyone knows several someone’s. Your customers – as well as the prospects you call on – have some contact with, or at the very least know of, people who can benefit from your product or service. Unfortunately, they are not programmed to automatically disclose the names of those people to you. That doesn’t mean that they won’t; you must initiate the action.

Salespeople invest time developing their pitch, formulating questions, and preparing responses to expected questions and objections from the prospect. They rehearse, refine, and rehearse some more.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

In this part of the series Marcus explains the impact of intermittent or partial reinforcement.

I’ve failed a lot and often. I was in sales for nearly 17 years before I discovered these secrets of selling successfully. In the first part of this series I introduce the 1st of my top 7 reasons why you fail to sell.

Share the advise Marcus gave to one of his President's Club Alumni, Jim, who was worried about a prospect who wanted to buy but had to get sign off from the CFO first. Jim was struggling to decide how best to help his prospect get a yes.

In part 1 Marcus Cauchi discussed the importance of planning and demonstrated why failing to plan is one of the reasons why people FAIL to sell. Read on to find out another reason why you fail sell.

Having already looked at the impact of failing to prospect and failing to plan, in this third part of this series London Sales Training Expert Marcus Cauchi explains why we should never sound like the competition.