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Prospecting
Grabbing a stranger's attention and convincing them to make the time to speak with you is one of the most challenging parts of selling.
If your company does not provide all of your sales leads (and there are few companies that do), you must learn how to prospect effectively if you are going to succeed in sales!
The resources provided in this section address the following prospecting methods...and more!
- Cold Calling
- Elevator Pitch
- Networking
- Referrals
- Speaking
- Website
- Writing
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There's No Such Thing as a Warm Call
by Joanne S. Black
Hot calls yield a fantastic rate of return. However, unless your prospects know you, you're making a cold call. Follow the specific referral process described in this article and never make another cold call! . . .
keep reading
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How to Use E-Mail "Cold Calls" Without Falling into the SPAM Trap!
by Ari Galper
In this article we'll take a close look at one example of a "cold introduction" e-mail that uses the traditional sales mindset. Then we'll apply the Unlock The Game™ mindset so you can get an idea of how to create e-mails that won't trigger the negative "salesperson," or even "spamming salesperson," stereotype. . . .
keep reading
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Getting to Yes
by Wendy Weiss, The Queen of Cold Calling
While it is true that not every prospect is going to buy from you, "no" does not have to be as all-pervasive as some sales professionals feel it is. When it comes to "no" there are two issues to examine. . . .
keep reading
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The Power of Referrals
by Joanne S. Black
Why is it that every salesperson will tell you that referrals are the best way to generate new business, and yet so few people run a 100 percent referral-based business? Do you have an intentional strategy to build your business through referrals? Meaning do you have a plan, goals, and a way to track and measure your results? . . .
keep reading
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What Avoidance Behavior is Holding You Back?
by Art Sobczak
What non-sales activities do you engage in that steal from your productive selling time? Or, what call behaviors do you practice that are not as effective as what you should do? This article describes a 7-step process for dealing with avoidance behavior. . . .
keep reading
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8 Tips For Building Your Sales Prospecting Script
by Wendy Weiss
The term "scripting" simply means thinking about what you are going to say to a prospect before you actually say it. It means figuring out what will resonate with your prospects before you get on the phone with them. Use the eight tips provided in this article in your script preparation for the ultimate cold calling success! . . .
keep reading
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Audio Recording: Guest Expert Interview with Sam Richter - Win More Business With Sales Intelligence
By listening to Sam's interview you will learn: How to understand your prospects and clients so you have a competitive edge; Tips and tricks for popular search engines; The "Invisible Web," which consists of websites most people and search engines don't know about; How to access expensive premium information resources for FREE; Ways to apply information to make a great first impression; How to be better prepared to present, sell, and close more deals than anyone. . . .
keep reading
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Network Before You Need It
by Joanne S. Black
Although networking has inspired all sorts of analysis and dread, in the end, it's really just about building relationships and being genuine. . . .
keep reading
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I'm Not Interested
by Wendy Weiss, The Queen of Cold Calling
Whenever I conduct a workshop or teleclass, invariably someone asks the question: "What should I say when the prospect says, 'I'm not interested?'" My response invariably is: "It's probably too late." . . .
keep reading
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8 Strategies For Bypassing Voice Mail
by Wendy Weiss, The Queen of Cold Calling
Are you frustrated because you can never speak directly with your prospects? Are you sick of leaving voice mail messages that never get returned? This article provides eight creative strategies for bypassing voice mail altogether! . . .
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Gain Your Prospects' Attention
by Wendy Weiss, The Queen of Cold Calling
During a cold call you have approximately 10-30 seconds to grab your prospects' attention...and you won't get a second chance! Read on to discover how to accomplish this critical sales prospecting objective. . . .
keep reading
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Trade Show Sales Strategies
by Susan Ratliff
One of the most startling revelations I've discovered in my trade show travels is the fact that companies will spend thousands of dollars buying booth space in a show and purchasing elaborate exhibits and graphics to promote their message, then permit sales people to work in the booth with no training! . . .
keep reading
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| Here's what our members are saying:
"I have to say, you are truly terrific in this expertise of Sales. You really know your stuff and you have a very compelling, persuasive presentation of your information. Plus, you have a great voice. Terrific for podcasts, webinars, etc. Thank you for doing what you do and offering it to all of us out here!"
Richard Carlstrom
Carlstrom Productions
San Mateo, CA
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Tim Ault
AMA Sign Co.
Groveport, OH
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