Perfect Prospect Profile (P3) Part 2 Workshop – Identifying the Perfect Prospect
The video is not to introduce the P3 concept but to help you develop your own Perfect Prospect Profile. Specific...
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Perfect Prospect Profile (P3) Part 1 – Identifying the Perfect Prospect
Identifying those prospects that are more inclined to do business with you and those not favorably inclined is a start....
Levels of Relationship – The Five Levels of Relationship in Sales
More than just a “nice idea,” 20 years of research data confirms that higher level relationships correlate with higher performance....
Examine Your Funnel – Prospecting and Qualifying
A prelude to the videos on Perfect Prospect Profile (P3), Examine Your Funnel provides a look at how sellers go...
Calling High Part 2 – Risk or the Perception of Risk
Other buying influences have real reasons—legitimate reasons—for trying to keep you at their level during discovery. It’s important to know...
Calling High Part 1 – My Big Fat Greek Wedding
This video deals with how to get the attention of an executive, what she/he is focused upon, and what to...