The Sales Association
FEBRUARY 21, 2011
Monday, February 21, 2011. Great salespeople are genuinely and insatiably curious about everything having to do with their prospects. Not a pretty picture and certainly not the way to gather useful information from your prospects. Once youre sitting across from your prospect, its too late to prepare. Insatiably Curious.
The Sales Association
JUNE 14, 2011
Tuesday, June 14, 2011. This sales rep knew he had to make prospecting calls to be successful. On every call, instead of qualifying the prospect, he was just dropping off his business card at each door he called on. In other words, a prospecting call is considered successful if you can answer the following questions: 1.Is
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The Sales Association
MARCH 7, 2011
Monday, March 7, 2011. by Paul Donehue Most people agree that when making outbound prospecting calls we only have a few seconds to make an impression on our prospects. Consider the fact that, when receiving such a call, prospects quickly wonder, "Why are you calling me?" Im Calling Because. Now, heres the challenge.
The Sales Association
FEBRUARY 10, 2011
Thursday, February 10, 2011. ▼ 2011. (20). Sharing best practices in sales and sales management www.salesassociation.org. Your Post Here. Were pleased to announce The Sales Association has launched this blog. Were even more pleased to announce that were not the experts – you are. Sales Jobs. Join our LinkedIn Group.
The Sales Association
NOVEMBER 9, 2011
Wednesday, November 9, 2011. But these prospects raised their hands," they tell you. When you get a prospect on the phone, always ask, "Do you have a quick sec?" Use your social media tools such as LinkedIn to learn a little bit about your prospect and tailor a message to that person. ▼ 2011. (20).
The Sales Association
APRIL 1, 2011
Friday, April 1, 2011. Here Are Some Prospecting Tips and Truisms: You can close a referred lead in half the time that it takes to close a non-referred lead. When prospecting over the telephone, you have 30 seconds to answer three questions that the potential customer is thinking, “Who’s calling?” at 8:00 AM.
The Sales Association
MAY 22, 2011
Sunday, May 22, 2011. I often encourage prospective clients to test and leverage inbound and direct mail before they invest in telemarketing. In these cases, the prospect and customer will likely be using online information to form an opinion about the client. Why Telemarketing Remains the Unsung Hero of Lead Generation.
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