blog why-your-prospects-refuse-meetings-and-what-to-do-about-it 
Iannarino
JULY 20, 2021
The Gist: Your clients have expectations for how you use the time they give you. It is important to give them what they need in order to move forward in the conversation. As a result, they refuse follow-up meetings, they rely more on their own research, and they end more deals with a “no decision.” What They Should Do.
Iannarino
JUNE 23, 2021
The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton. This approach is problematic because it implies that you’ll share confidential information that will somehow benefit your prospective client, making you untrustworthy.
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Iannarino
AUGUST 7, 2021
There is nothing more important to your results than effectiveness. Many of them are now so prevalent that sales organizations embrace them, even when their prospective clients reject them. The list here is long but worth studying, as every practice listed here will discourage your client from buying from you—now or in the future.
Iannarino
JUNE 30, 2021
The Gist: Prospecting isn’t easy, but it’s even harder with a poor strategy. An aversion to prospecting is often caused by horrible approaches to asking for a meeting. The salesperson who called me was talking very fast, and I had a difficult time making out what she was trying to say.
Iannarino
JULY 22, 2021
The Gist: One of the primary obstacles to better results is a refusal to unlearn poor techniques. The order here matters a great deal, and occasionally, you find yourself in a situation where “more” is wholly inadequate and “better” is the only way to boost your results. Alvin Toffler. Unrecognized Inflection Points.
Iannarino
JULY 18, 2021
The Gist: More and more, sales organizations are refusing to provide their prospective clients with the help of a salesperson. As you decide whether (and how) to use automation, you should consider both the nature of the communication and your overall client engagement model. No Human Required. No more pushy sales tactics.
CloserIQ
APRIL 2, 2019
Research continually finds them at the bottom of the list of trusted professions , and anyone who’s ever been on the receiving end of a bad sales experience will know why. Do any of these ring a bell with you? What I hate about scripts is the total lack of flexibility. That’s why we have “Discovery”.
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