Getting In Part Deux

What is the key to effective prospecting?  Preparation, preparation and pleasant persistence!  The former means using our resources to identify the BEST targets and leveraging the abundance of information to build a connection with the prospect.  The latter indicates that you will not turn back at the first or second “no”.

In summary, sustained success is something you do not just “kind of” want to achieve but something you MUST achieve. It starts right now with you because you are the master of your destiny and you are the Sales professional that will FOCUS, EXECUTE and DELIVER for your clients and your company!

As always, I appreciate your thoughts and feedback. I’m here to strategize with you and to help you overcome any and all barriers to your success.  Now go make it happen!!

Do you Grok it?

Some of us don’t feel comfortable reaching out to new clients unless we know EVERYTHING about their business.  Folks, I’m here to tell you that it is impossible to know everything and anticipate every possible response you might encounter.  But…you should know 80% and be intelligent enough to manage the other 20%.  What products or services do they provide?  Who are their clients, their partners?  How will your solution add value to their business - increase revenue or reduce costs?

When I’ve asked C-Level executives what makes them take a call from a salesperson, the answer most often includes, “because they were referred by a trusted colleague” or “they do business with our clientsor partners”.  With the incredible access to information we have at our disposal through resources like Google, Hoovers and LinkedIn, it is easier than ever before to find such business and social links to our prospects.Before every sales call, I’ve made it a habit to search on my prospect’s business and name via the aforementioned resources.  How many other Salespeople do this every call?10%? 20%?  With this level of preparation, how much faster do you think I establish credibility?  How valuable would it be to your business if you could skip ahead 2-3 steps on the first interaction?!