Posts Tagged "sales call"

Become A Champion Salesman

»Posted by on Oct 6, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

When I was just starting out as an investment salesman, many years before computers and the Internet, I had a personal meeting with a prospect that proved much more valuable to me than the no-sale that resulted. My company in those days invested heavily in return postcard advertising inserts in Reader’s Digest, perhaps the most widely circulated magazine at that time.  The returned postcards were distributed to salespeople all across the country. I followed up on one of the cards, setting an appointment at the home of a woman, who turned out to be an elderly widow.  She was very gracious on the phone,...

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Cold Calling Will Never Be Dead

»Posted by on Oct 5, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Many years ago I attended a sales convention where a crowd of salesmen surrounded Alex, the top salesman in the company by several million dollars annually. Everyone was eager to ask Alex how he did it. I only remember two questions and two answers from the exchange that went on for nearly an hour. Q: Alex, what do you do that gets the best results? A: Cold calling. Q: Alex, what do you like the least about this job? A: Cold calling. I’ve been in sales, sales management, and sales training for nearly 40 years, and I’ve never proven Alex wrong. Cold calling is hard, but it is simple. Selling is...

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6 Things Your Prospects Fear

»Posted by on Sep 30, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

  When you approach a person with a business proposition, product or service, they evaluate every bit of information you dole out with just one question: “What’s in it for me?” If you initiated the contact, your prospect is probably cold as ice.  Not only do they think they don’t need your product or service, they don’t trust you either. Their distrust is based on six fears. 1.  They fear you. This is a trust issue.  Your first job is to help them realize that you’re just like them.  You’re a regular person.  You’ve been in their shoes.  But even better, you are someone who is...

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Sales Tip: Identifying Your Ideal Prospect

»Posted by on Sep 8, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Who Is Your Ideal Prospect? Prospects are everywhere.  Theoretically, your telephone directory is full of prospects, but it doesn’t make sense to start contacting everyone in your telephone directory; they’re just suspects. How do you determine who your prospects are?  First, you define a prospect. Defining a prospect A prospect is more than a name on a list.  Names on a list are just suspects.  You can identify a prospect by doing a small amount of detective work and some reasoning.  A prospect is a person who is favorably inclined to purchase what you’re selling. A prospect must satisfy four...

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Sales Tip: Become A Champion Listener

»Posted by on Sep 7, 2011 in Personal Development, Sales & Marketing, Sales Training | 0 comments

When I was just starting out as an investment salesman, many years before computers and the Internet, I had a personal meeting with a prospect that proved much more valuable to me than the no-sale that resulted. My company in those days invested heavily in return postcard advertising inserts in Reader’s Digest, perhaps the most widely circulated magazine at that time.  The returned postcards were distributed to the company’s salespeople all across the country. I followed up on one of the cards, setting an appointment at the home of a woman, who turned out to be an elderly widow.  She was very...

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