By Jonathan Farrington, The JF Consultancy They say that “information is power” and nowhere is this more true, than in the first buyer-seller interactions. Many inexperienced sales professionals – well actually, many experienced ones too – are not comfortable at the “qualification stage” of the sales cycle. This is a major issue, becuase it is [...]

By Jim Logan, B2B Rainmaker If your prospects don’t purchase, don’t blame them. They aren’t stupid. You’ve simply failed somehow to connect with them on the level they need to feel compelled to purchase. Your offering may be wrong, it may be packaged incorrectly or you may be incapable of relaying the benefits. But the [...]

By Jim Logan, B2B Rainmaker Sometimes all you have to do is make a call or send an email. Just ask, follow-up. Being there is half the battle. Often that’s all you need to do to surface a new order — make contact. When someone buys from you, the first thought that ought to enter [...]

By Jim Logan, B2B Rainmaker Anyone who has ever worked with me knows I love analogies. I can’t admit I try to use them, it’s more like it just happens — I see pictures in my mind when looking at a problem or challenge and the next thing you know, I’m in analogy-land. One such [...]

By Jonathan Farrington, The JF Consultancy The ability to build rapport with customers and prospects is vitally important. Why? Because, if you have rapport with your customers, they are more likely to trust you, listen to you and communicate openly with you. This in turn enables you to interact more comfortably and work more effectively [...]