The Sales Association

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Just Making More Calls Doesn't Guarantee Sales Success

The Sales Association

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 If not today, then when?

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The Sales Association: I'm Calling Because.

The Sales Association

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?" But its a lot easier to deliver that message if the prospect is listening!

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The Sales Association: Insatiably Curious

The Sales Association

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. Amateurs "wing it" but professionals plan in advance.

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The Sales Association: Help! I Need To Develop New Business.

The Sales Association

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?” Then, you need to make contact. at 8:00 AM.

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The Sales Association: Cold Calling Lives

The Sales Association

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. Lead into the conversation like a pro.

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The Sales Association: Your Post Here

The Sales Association

At the end of the year, well issue an award and make an email announcement to all of our members naming the Top Sales Blogger of the year, and will also send a press release to the major sales-related publications. There will only be one post on our site per week day.

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Why Telemarketing Remains the Unsung Hero of Lead Generation

The Sales Association

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. These can be lower cost providers of leads and inquiries.