by Ben Lai | Jul 22, 2021 | Emotional Intelligence, Sales Prospecting
As sales becomes increasingly competitive, emotional intelligence (EI) is becoming increasingly essential. Clients feel safe with and trust their vendors. As a result, building relationships with buyers has become necessary to acquire new business. Unsurprisingly,...
by Ben Lai | Apr 4, 2018 | Sales Prospecting
Sales Training for B2B Sales Professionals and Entrepreneurs Selling on LinkedIn is quickly replacing cold calling as the most effective means of prospecting. Buyers prefer this because it is less intrusive. After all, they can answer if and when they are interested...
by Ben Lai | Aug 3, 2017 | Sales Prospecting
In my work with small to medium businesses, I have noticed that there are two common practices that almost literally leave money on the table. These are not difficult to change, and sometimes all it takes is a little awareness to make a difference. Today I will share...
by Ben Lai | Jun 29, 2017 | Sales Prospecting
Business networking is a booming industry. It is certainly a comfortable and natural way to generate referrals and potential sales opportunities. Ironically, attending with the intent of creating business can sabotage your efforts. If attendees smell your neediness,...
by Ben Lai | Mar 16, 2017 | Sales Prospecting
Articles about how “cold calling is dead” are plentiful. It’s a convincing argument – we can all relate to being bombarded by calls from people trying to peddle their products and take up our time. Nevertheless, the phone remains a critical tool in the sales...
by Ben Lai | Nov 3, 2016 | Sales Prospecting
With all the negative perceptions of selling, it can be challenging to feel good and confident about our profession. As a result, many of us have feelings of guilt when asking for the order or making a profit, and today I want to help you make three adjustments that...
