In this episode of Ask The Professor, Ben Hippeli is joined by a recurring guest Max Kent, a top sales professional and CEO of Procure Services LTD, to discuss the modern sales phenomenon known as ghosting. They explore why prospects suddenly go silent, often attributing it to the fear of being sold to or a simple lack of perceived value. Drawing from their experience, they discuss how the “cat and mouse” game of chasing prospects can waste tame and make a salesperson look desperate rather than professional.

Ben and Ari continue the conversation on DISC and dive deep into how communication styles impact every stage of the sales process.

In this episode of Ask The Professor, Ben Hippeli is joined by a recurring guest Max Kent, a top sales professional and CEO of Procure Services LTD, to discuss the modern sales phenomenon known as ghosting. They explore why prospects suddenly go silent, often attributing it to the fear of being sold to or a simple lack of perceived value. Drawing from their experience, they discuss how the “cat and mouse” game of chasing prospects can waste tame and make a salesperson look desperate rather than professional.

In this episode of Ask The Professor, Ben Hippeli is joined by Max Kent, a top sales professional and CEO of Procure Services LTD, to break down how sales team can convert trade show leads into clients.

There are many traits and skills that make up a successful sales professional, but there are two key traits that every effective sales professional possess. Don’t worry, if these two traits aren’t your strongest, there are ways to build them up!

Many open sales positions require more than just sales experience. Hiring managers are looking for specific traits that are proven to lead to success in sales. Executive presence is on of the most important sales traits hiring managers search for when hiring sales professionals.

Part of sales is presenting and pitching your solution to a prospect, but every good sales professional knows there’s more steps steps in the sales process. Learn about each step of the sales process and why it’s critical to complete each stage to close the sale.

When meeting with a prospect, you have less than 60 seconds to start the trust building process and once you start, you have to work to maintain the trust second by second and for years to come.

Sales is a very competitive industry and if there’s any way to gain a competitive advantage, you need to take it. There’s one skill that you need to master to be a successful sales person and if used correctly you’ll be able to build rapport, gain the prospect’s trust, and truly understand their needs.

Purchases are made based on some sort of decision making criteria… sometimes planned out ahead of time, sometimes not… and if you don’t fully understand how your prospect will make that decision… You may get told “No” for all the wrong reasons!