Sample Answers

The Five Must-Ask Questions in a Sales Presentation


Article by Frank TraditiYour prospect should do most of the talking in a sales presentation. But wait, don’t I need to tell them all about my products or services? Shouldn’t they learn about everything I offer? Didn’t the prospect invite me to present to them? Read more

Making the Most of Get-to-Know-You Meetings


Article by Donna FeldmanWhat do you do when a networking acquaintance invites you to meet for coffee? Do you find yourself saying yes, because you’ve been told that networking is about building relationships and getting to know people? At the same time, do you find yourself wondering if this is the most effective use of your time? Read more

How long should you keep following up with a prospect?


Q & A by C.J. HaydenIt often happens that we follow up with prospects multiple times without getting a response. If you call them, email them, and send them letters, but you never get through or hear back, at what point should you scratch them off the list and move on? The rule I’ve always used to make this decision is: evaluate the value of the potential sale. Read more

Why Don’t Your Prospects Want to Talk to You?


Article by C.J. HaydenWe spend a significant amount of our sales and marketing effort on filling the pipeline with prospects and following up with them. With a full pipeline and consistent follow-up, you are bound to make plenty of sales, right? Well, much of the time that’s true. Finding the right people to contact, Read more

How can I get business from my networking group?


Q & A by C.J. HaydenQ. I am the volunteer coordinator of an informal network of trainers, training managers, and training administrators who work in corporate training departments. How do I get these members to hire me as a consultant without directly asking for their business? Read more

Eight Characteristics of a Great Salesperson


Article by Frank TraditiReading this article’s title, you might be saying to yourself right now: “I’m not a salesperson,” “I hate selling,” or “Why do I need to learn about what makes a salesperson great?” But let’s take a look at what it really means to be a salesperson Read more

Rejection: It’s Not About You


Article by C.J. HaydenOne of the most persistent barriers to success for self-employed professionals is fear of rejection. Sometimes this fear is quite conscious. You know that you are avoiding marketing and sales because you’re afraid your prospects will say no.

Other times the fear is lurking in the background, making an impact you’re not always aware of. You may find yourself procrastinating about making a phone call or setting up a sales appointment, and blame it on laziness or poor time management. Or you may avoid following up because you “don’t want to bug people.” Or perhaps it feels pushy to ask directly for a sale. Read more

Building a Sustainable Business Model


Audio by C.J. HaydenJoan Friedlander and Frank Traditi interview C.J. for Beyond Billable Hours. In this audio workshop, you’ll learn how an effective business model can make the difference between having a sustainable business and struggling, burning out, or giving up. Read more

How Much Marketing Is Just Enough?


Article by C.J. HaydenIn my early years as an entrepreneur, a wise mentor taught me about the “just enough” principle. “An entrepreneur’s to-do list is endless,” she said. “If you ever want to be able to work less than 60 hours a week, you need to figure out how much of anything is just enough.” Read more

A Pocket Full of Business Cards


Article by C.J. HaydenMeeting new people in person is still one of the best ways to market your services. If you do a good job at this, you will quickly end up with a desk drawer filled with business cards. But then what do you do with them? Read more

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