The Sales Association
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. Im just curious, would you like an example? Once youre sitting across from your prospect, its too late to prepare.
The Sales Association
JUNE 14, 2011
For example, I was coaching a sales representative who was a cold calling buzz saw. 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. Is this company actually a prospect?
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The Sales Association
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?" A Few Examples Put yourself in the position of receiving such a phone call.
The Sales Association
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. For example, email, blogging, twitter, websites/landing pages, twitter, or video.
The Sales Association
FEBRUARY 25, 2011
Her prospects and clients would like to know who they are doing business with. If you can find a balance with which you are happy, your clients and prospects will appreciate getting to know you, and engaging with you, in this casual format. These new people may be your next prospect, partner, or customer.
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