4 Rules to Help Salespeople Maximize Initial Prospect Meetings
Anthony Cole Training
NOVEMBER 5, 2020
How important is it that you or your sales team close more business, more quickly at higher margins?
Anthony Cole Training
Protect Your Precious Sales Time
Anthony Cole Training
APRIL 30, 2015
Evaluate your “opportunity cost” to maximize the investment of your time. Ask the right questions to eliminate prospects that aren’t going anywhere. We can’t manage it, but we can maximize and protect how we spend that precious resource. So, make sure what you’re doing right now is maximizing the investment of your time.
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The "No Time to Prospect" Myth - Why People Don't Succeed in Selling
Anthony Cole Training
AUGUST 9, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). The "No Time to Prospect" Myth - Why People Dont Succeed in Selling. I believe they are easy to follow: Prospecting 240 days per year.
Hiring 136
136 
Effective Joint Sales Calls for Sales Success
Anthony Cole Training
MARCH 22, 2012
Based on that assumption it is critical that you have a sales call that is well defined and choreographed so that the prospect is impressed with the meeting and you as either sales manager or sales person accomplish what the prospect wants to accomplish and generally speaking that is to solve a problem. How do you do that?
Maximizer 185
185 
Assets Under Management – A Sales Leaders Job!
Anthony Cole Training
SEPTEMBER 15, 2014
Are you doing the things you should be doing to maximize the return? Here are 5 MUST DOs to maximize the Assets Under Management: Honest assessment of the individual holdings: First, don’t treat them all the same. The bond isn’t supposed to perform like your growth fund or equity holding. The answer will be “no.”
Hiring 160
160 
Assets Under Management – A Sales Leader's Job!
Anthony Cole Training
SEPTEMBER 15, 2014
Are you doing the things you should be doing to maximize the return? Here are 5 MUST DOs to maximize the Assets Under Management: Honest assessment of the individual holdings: First, don’t treat them all the same. The bond isn’t supposed to perform like your growth fund or equity holding. The answer will be “no.”
Hiring 124
124 April Showers and Sales Results
Anthony Cole Training
APRIL 13, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). If Aprils prospecting activities and efforts bring Junes sales results, what does Junes prospecting activities and efforts bring? Tonys Top Ten.
Hiring 181
181 
Sales Success - A Body @ Rest Stays At Rest Unless Compelled to.
Anthony Cole Training
APRIL 19, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Your prospect. The prospect. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Sales and a Fish Story.
Hiring 169
169 
Multiple Choice Questions - "THE KEY" to Sales Success?
Anthony Cole Training
OCTOBER 25, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Is it because: The prospect wasnt qualified. The prospect lied about a current relationship. The prospect couldnt, wouldnt make the investment.
Hiring 181
181 
Tribute to an Icon - Steven Covey
Anthony Cole Training
JULY 17, 2012
For sales people, the ONLY "A" priority is prospecting. It is the priority that when executed maximizes the talent that has been invested in. Think about the relationships you have or hope to have with prospects, saless candidates, internal partners and your sales team. It always has been, always will.
Exercises 176
176 
Sales Success - Any Success - Keep Your Eye on The Ball
Anthony Cole Training
FEBRUARY 27, 2012
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). The one thing, the ball, so to speak, in selling is this: Prospecting. The 8 steps process for prospecting calls. Tonys Top Ten. Sales and a Fish Story.
Hiring 168
168 
Your Questions Make a Difference in Sales Success
Anthony Cole Training
JANUARY 16, 2012
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). How does this prospect fit our perfect prospect profile? Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies I.
Hiring 196
196 Preparation and Sales Success
Anthony Cole Training
APRIL 15, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). I came back to the office and began calling on my list of prospects for the week and I bombed the first three. Tonys Top Ten. 7 More Sales Core Competencies.
Hiring 174
174 
Answering Multiple Choice Questions and Sales Success
Anthony Cole Training
OCTOBER 25, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Is it because: The prospect wasnt qualified. The prospect lied about a current relationship. The prospect couldnt, wouldnt make the investment.
Hiring 169
169 
Demonstrate Effective Selling - Keys to Successful Sales Coaching #3
Anthony Cole Training
DECEMBER 16, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). An effective selling process will accomplish the following: Discovery of what the prospect wants and needs. Tonys Top Ten. 7 More Sales Core Competencies.
Sales Coaching 181
181 
10 Do's for Sales Management Success
Anthony Cole Training
SEPTEMBER 26, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 174
174 
My Big 3 Sales Success Tips from Guy and Steve - #1
Anthony Cole Training
OCTOBER 21, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). We need to help prospects discover, do a root cause analysis so to speak, the causes for their successes or failures. Tonys Top Ten. Sales Core Competencies I.
Hiring 181
181 
Sales 2.0 - The Impact on Selling and Sales Success
Anthony Cole Training
APRIL 19, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Engage prospects in a more meaningful dialog. than what we can find out about the prospect prior to calling them. Tonys Top Ten. Sales and a Fish Story.
Hiring 181
181 
Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching
Anthony Cole Training
DECEMBER 14, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). What are the questions we can anticipate from the prospect and how will the sales person deal with the questions? Tonys Top Ten. 7 More Sales Core Competencies.
Sales Coaching 168
168 
7 Great Coaching Tips for Great Sales Success
Anthony Cole Training
FEBRUARY 6, 2012
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Coaching 191
191 9 Coaching Keys to Sales Success
Anthony Cole Training
DECEMBER 12, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Effective at getting commitments from sales people and prospects. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies I.
Coaching 183
183 
Keeping Sold Business = A Successful Sales Business
Anthony Cole Training
MAY 16, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 186
186 
Fixing the Sharp Stick(s) in the Eye - 10 Obstacles to Sales Success
Anthony Cole Training
FEBRUARY 14, 2012
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). If you have a need for approval - cannot handle rejection - then asking for a decision might force the prospect to tell you "no" and you dont want to hear that.
Hiring 169
169 
Sales Success - SWN3
Anthony Cole Training
NOVEMBER 10, 2010
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). I dont know about the kissing frogs part, but I do know this: last week, I had three calls to make to prospects that had agreed to make a decision on our services.
Hiring 181
181 
Selling Success Will Happen "Someday"
Anthony Cole Training
DECEMBER 10, 2010
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Ill get my prospecting in tomorrow.". "I Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. Motivational (8).
Hiring 180
180 Pre - Call Practice if You Want Sales Success
Anthony Cole Training
JANUARY 19, 2012
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 192
192 
The "I" in Sales Success
Anthony Cole Training
JUNE 28, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 180
180 
6 Lessons for Sales Success
Anthony Cole Training
JUNE 15, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Yesterday, I grabbed a business card from a prospect that attended a Cincinnati Chamber session that I delivered in February. Tonys Top Ten. Motivational (8).
Hiring 128
128 
Effort and Sales Success
Anthony Cole Training
APRIL 27, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). And so, I got the chance to talk to 3 new prospects. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies.
Hiring 175
175 
Steve Jobs and Sales Success - My BIG 3 Lessons
Anthony Cole Training
OCTOBER 18, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 150
150 
New Car Sales - We're Different - We have the KEYS
Anthony Cole Training
JANUARY 31, 2012
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Do they execute an effective sales process that focuses on the prospect? Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success? Motivational (8).
Hiring 168
168 Top of the Heap in Sales Results
Anthony Cole Training
AUGUST 17, 2010
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). In other words, when a prospective new sales hire tells me that they are the top sales person in their district in year over year growth, that doesnt tell me much.
Hiring 185
185 
Sales Activity for Sales Success: No Excuses
Anthony Cole Training
JULY 21, 2010
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). I have lots of reasons/excuses to NOT make the prospecting calls that would eventually lead to sales success. Tonys Top Ten. 7 More Sales Core Competencies.
Hiring 159
159 True Sales Capabilities When You Need Them Most
Anthony Cole Training
MARCH 24, 2010
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). The key to that is to know that the problem a prospect brings you is never the real problem. Tonys Top Ten. 7 More Sales Core Competencies. Motivational (8).
Hiring 120
120 
For Sales Managers Looking For Successful Sales People
Anthony Cole Training
MAY 19, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 168
168 
Getting to First Base - #5 Solution for Successful Selling
Anthony Cole Training
SEPTEMBER 10, 2010
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Get the prospect / suspect talking. Drill down - you must get beyond the philosophical BS that you will hear from the prospect. Tonys Top Ten. Sales (34).
Hiring 189
189 Why is Selling So Damn Hard?
Anthony Cole Training
JULY 29, 2010
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Prospects certainly are not in this world to meet our expectations. The prospect wins and you lose. Tonys Top Ten. 7 More Sales Core Competencies.
Hiring 159
159 
Blueberries, Sales and Sales Management
Anthony Cole Training
JANUARY 30, 2012
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Sales Management 159
159 
Jim Nantz - Successful Sales Guy
Anthony Cole Training
JUNE 14, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Do you take the time to role-play and anticipate a prospects / clients responses and questions? Tonys Top Ten. 7 More Sales Core Competencies. Motivational (8).
Hiring 168
168 We Ko Pa - 4 Peaks of Sales Success
Anthony Cole Training
APRIL 11, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 191
191 
Life Success, Sales Success, Management Success - 24 Thoughts
Anthony Cole Training
OCTOBER 7, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 185
185 
Stuff I Learned Last Week that Could Drive Sales Success
Anthony Cole Training
OCTOBER 13, 2010
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 168
168 On the Verge of Sales Success
Anthony Cole Training
SEPTEMBER 8, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Register here to receive a free copy of Tony Coles e-book, The Best Prospecting Book Ever " target="_blank"> The Best Prospecting Book Ever. Sales (34).
Hiring 185
185 Words Make a Difference in Successful Sales Management
Anthony Cole Training
AUGUST 29, 2011
Maximize the Initial Sales Call: The 3 rules. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Our coaching focus is to successfully sell our product and service to this prospect. Tonys Top Ten. 5 Direct Sales Activities that Lead to Sales Success?
Hiring 149
149 
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