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Each week Sales Babble host Pat Helmers shares selling secrets for non-sellers Pa t interviews sales guests and experts on the power of persuasion focused on a mindset of helping that ensures non-pushy win-win selling process. Fun yet informative, Sales Babble has helped sellers around the world become comfortable and quickly enjoy the role of sales professional 

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Is Your Pipeline Half Empty or Half Full with Joe Micallef #386

Aug 17, 2021

The 5 R's For Your Pipeline

      • Review Your Pipeline: Use Idea to see if these deals are the real deal
        • Intention to Buy, do they act like they are going to buy? Or just shoppers?
        • Decision Make Process: Do you know what it is and how they make buying decisions.
        • Expectations of You: Are they waiting for information from you? Do you have what they want?
        • Access: Are they giving you access to their time, information and people?
      • Reengage Contacts: Reach out to everyone you've been talking to this year and make a decision quick whether or not to keep working them.
      • Research Targets: Both new prospects AND the industry. What's new?
      • Refine Scripts: Use the Triple C's
        • Concerns: What are their fears, hopes and desires?
        • Crimes: Where are they failing?
        • Crisis: what's going on in the industry?
      • Request Referrals: Get past the discomfort and ask clients who you've made a positive difference for help. Have an optimistic mindset. They will help you!

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