Hi everyone! Have you been counting down to turkey day? I have been and let me tell you, I’m looking forward to spending time with my family and setting up camp in my chair for some game day football. I’ve been eyeing my favorite chair and I swear she’s been winking back. Shhh, don’t tell…
If you’re one of my blog readers whose been around for a while, you know I cannot tolerate laziness from staff or leaders. Nope, nah, nada! Well recently I was told that low sales performance (LAZINESS!) on the job is ok for new team members. Huh? Let me just start off this blog by saying…
Recently, I was consulting with a sales professional, and we were discussing his success, or lack thereof, with attracting new clients. He had a serious challenge with landing new prospects, they would often avoid meetings with him or were simply unresponsive. Understandably, he was pretty broken up about it and quite demotivated. A career in…
Whether your prospects come from vertical markets, industry contacts, referrals, Internet search engines, trade magazines, or anywhere else, you have to make calls. Instant messaging and texting haven’t replaced the old fashioned phone call just yet, so clear your throat, energize your voice, and call your prospects. Sure, it stinks like changing a diaper, but…
You can‘t have a seat at your desk with Outlook open and the phone by your side and expect calls and emails to hit you like a hail storm. Establishing relationships with prospects takes energy and time. You have to talk to strangers, ask questions, answer their questions, and tell them about yourself, what you…
There is a simple rule of getting things done and that is to do what you like the least first. Following that logic, I make all of my prospecting calls first thing in the morning. If I try and do them after lunch or at the end of the day, I‘m tempted to give a…
Like all prospecting, tele-prospecting stinks like an infant’s diaper. It is the worst part of any sales job. It’s tedious and its rewards are not immediately apparent. It doesn’t provide instant gratification and usually delivers frustration after frustration. A small percentage of calls yield results. And yet those results matter and make the tediousness worth…
When you finish with an in person appointment, where do you go from there? If you answered “Back to the office,” then you’re missing out on a great opportunity. Give yourself some extra time to visit three businesses that neighbor the one you just had an appointment with. Look around the block–what do you see? …