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!
Continue reading "Getting In Part Deux" »
Dale Carnegie once said, “You can make more friends in 2 months by becoming interested in other people, than you can get in 2 years by trying to get other people interested in you.” Jeffrey Gitomer says it another way, “If the customer says they’re not interested, it means you’re not interesting!”
How many of you have recorded and reviewed your prospecting and discovery calls? I would bet that it’s fairly slim out there. How can some salespeople generate new opportunities every week via prospecting while others generate none? I will submit to you that your results are directly correlated to the extent you are ENGAGING the prospect!
Continue reading "Getting In" »
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