Sales Coach Christine Harrington

When the Prospect Puts You in the Friends ONLY Category.

When the prospect puts you in the friends only category, I call it the Buddy Syndrome. This is the worst place you can find yourself in with a prospect. It’s confusing. It’s frustrating.  And you’ll be spinning your wheels trying to move the sale forward. Hopefully, you’re not making this mistake….Let me explain. When you’re […]

Budget

Is it a Good Idea to Ask About the Buyer about the Budget?

Raise your hand if you’ve been trained to ask the buyer about the budget. I’m raising mine because I was trained that way. Let’s think about this a little deeper.  We’ve all been taught to “qualify” the buyer. Right? One way to qualify if the buyer can purchase is to uncover their personal budget (if […]

Coach Ally

How to Understand the Office Politics of a Prospect. Create a Coach Ally.

  Create a Coach Ally…Find Out How in this short 4-minute video! Have you had times when you lost the sales because you may not have understood the office politics within a business your prospecting? How about this…you found out too late that there were other decision makers you didn’t know about. How can you […]