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How to Re-Engage Past Prospects

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Unfortunately, not all prospects buy at the time of a sales presentation.

You’ve heard all the excuses:

  • They want to think about it
  • They’ll order after they run out of their current product
  • Want to give the order to their retail rep
  • Talk to colleagues and ‘study club buddies’
  • They want to wait for a promotion or better deal

60% of customers say ‘no’ four times before saying ‘yes’

It’s likely have some doctors that were interested or qualified enough to earn/receive a presentation but for whatever reason, they didn’t buy.

These accounts are in ‘prospect purgatory’. They are using a product or service that does not deliver the same advantages and benefits your product does. As a result, they are not delivering the highest level of care, they are working harder maybe not smarter than they have to, basically something about their current condition is compromised down than if they were buying what you are selling.

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3 Steps to Evaluate Anything Better

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You likely dedicate a lot of time, attention and energy completing projects. Yet, if you are like most busy executives, your results may suffer due by failure to review and evaluate. 

An effective evaluation offers valuable insights to increase impact and improve results. This week’s Sales Success Snippet offers a 3-step process to evaluate anything quickly and easily.

Why Evaluate?

Improves Design & Implementation

Periodic assessment of any project ensures they are as effective as they can be. Evaluation can help you identify areas for improvement and assists in realizing your goals faster with less effort. Additionally, when results are reviewed about what was more and less effective, you improve processes and programs for the future.

Clarifies Impact

Evaluation enables you to understand and therefore better demonstrate your program’s success or progress. The insights offer greater clarity for understanding program impact and value, all critical for improved public relations, staff morale and customer service.

Evaluate your next project, program, sales call or initiative using this proven process and watch your results soar! 

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Tackle Your ToDo List Faster & Easier

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You are not alone if you start each week  or day with a really long to do list. Many business professionals struggle with productivity and have way too many tasks to complete in one day. Luckily, there is a way to get more done in less time. 

To tackle your TODO list quickly and rather easily, check out this week’s Sales Success Snippet for a great productivity hack that has been a game-changer for me.

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Having Evidence to Support Your Gut…is Priceless!

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Hiring & managing people is hard.And, that’s why you make the BIG bucks!

Many dental executives are unfamiliar with the value of talent assessments. They think of them as dispensable “personality tests” that add unnecessary cost. Yet, dozens of industry leaders would beg to differ. They say, these tools make daily management challenges much easier and helps them get where they want to go. 

Check out today’s Sales Success Snippet for more on how you can become more decisive hiring, make less mistakes and discover how to better tailor your approach to the unique needs of every member of your team. 

If you’d like to learn more about how talent assessments are a sales manager’s secret weapon, join us for a FREE webinar on Friday, October 25 at 10:00 AM EDT. 


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Cold Calling is an Expensive Waste of Time & Talent

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As a Sales Coach working with dental companies for over two decades and more importantly as dental professional on the receiving end of many unexpected visits by sales reps, I am convinced, cold calling is a clear misdirection of resources.

You or your reps will be of far greater value to your company and your customers by being more strategic and discerning when making sales calls.

Let me give you three big reasons not to do Cold Calls:

  1. High Cost-: A typical field sales call in dental costs around $675. That is, your cost for a rep to turn the doorknob on any practice in their territory.
  2. Low Sales Potential: Our dental insider data suggests cold calling is a low ROI sales tactic. It takes between 8-10 attempts to meet someone with buying authority or buying influence in a dental office. And, at $675 per attempt, you can see why cold calling delivers high cost and low sales potential.
  3. Lowers Your Company Image: Dental team members negatively view reps/companies that make unscheduled visits or calls . I recently asked a dentist with a $2M practice in Phoenix, how he views cold calls from sales reps. He called them a “disrespectful intrusion”.

Check out this six-minute episode of The Sales Success Snippet to learn where to find high quality leads who are wanting, waiting and willing to hear more about your products and services.

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One Critical Component of an Effective Sales Meeting

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As we approach the fourth quarter for many companies, you might be thinking about your next sales meeting.

This week’s DII Sales Snippet is part of a recent coaching session with a sales manager wanting to make the most of his upcoming sales meeting. This episode zeroes in on one simple, yet critical and often missed piece of a successful sales meeting.

For more information on sales meetings, download my FREE article How to Leverage Sales Meetings for Better Performance[.

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3 Simple Steps to Bring Dead Leads Back to Life

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What if I told you that your “dead leads”, where actually your biggest and you’re your shortest path of new customers? You’d Say: “But, they’re DEAD!” They didn’t buy then…why in the world would they buy now?!”

If you’ve been frustrated by the limited sales results your leads have created…stay tuned, this podcast is for you!

It’s important to realize, your leads are not the problem. The problem is never the problem, it’s how you are thinking about the problem. 

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How To Write A Job Post That Attracts Top Talent

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Most job postings are tired, ineffective and passé.  Instead, write enticing ads that woo, attract and excite. To do this, dust off those old-fashioned job descriptions that describe your company and position in a ‘professional’ and boring manner. Bring a little creative, fun and lighthearted twist, with these ideas:

Turn your postings upside down and inside out. Write from the prospective employee’s POV. Lead with job and company details that appeal to candidates instead of company demands. Get rid of postings that describe job ‘requirements’, ‘essential duties’, ‘skills expected’ and replace them with key attributes about what makes being a team member so special. This demonstrates you understand employment is a mutual value exchange and you’ll provide a great environment for it to happen.