Startup Consultant & Executive Coach
Published by David Craig White
Timing is everything in sales. You can call a prospect one week, and they will put the phone down on you, and you can call them the next, and you’ll close a sale. One of the reasons for this is that situations change. Maybe your prospect did not need your solution last week, but they […]
Published by David Craig White
Many negotiation tactics signal the beginning of a negotiation, and it’s essential you become aware of these to avoid treating them either as an objection or rejection. In my experience, the signs commonly used by the prospect to try and negotiate a better deal are as follows: 1. They Send Buying Signals The prospect may […]
Published by David Craig White
In this article, I share the 15 characteristics of elite sales professionals I have witnessed in almost two decades as a sales leader, trainer and coach. Almost every sales team consists of a small number of poor performers, a majority of average performers, and a small minority of Elite Sales Professionals. These high-performing sales professionals […]
Published by David Craig White
Limiting beliefs are the negative things we tell ourselves that stop us from trying things and ultimately limit our personal development. We often accept a belief to be true based on our experiences and assumptions rather than facts. One of the most challenging parts about limiting beliefs is that they are often subconscious, so we […]
Published by David Craig White
In this article, I talk about cold calling scripts and discuss what they are, why they are essential, and how to use them. If you’re new to sales or starting at a new company, you need a cold calling script. What is a Cold Calling Script? A cold calling script is a written version of […]
