Obviously, the fastest way to open up any account when acquiring new customers is to get an introduction to the decision maker by a trusted sales rep or owner of a company. What I do is I identify companies that have synergy with who I am trying to target and I set up either a […]
When I first started selling I went to the public library and I found user directories for all of the types of businesses I was calling. I was selling book printing at the time and I had discovered that there was a directory for publishers, there was a directory for manufacturers, there was a directory […]
I am just going to talk about real time activity that I had last Wednesday, Thursday, and Friday. Wednesday I had a junior rep, or someone who has never been straight commission sales. He recently got his real estate license and he wanted to come out and watch what I did for generating business for […]
The last component of prospecting is what you should sound like when you walk in the door. There are different scenarios. Most people that you walk up to are nice. What I normally do is when they ask can I help you I sound soft-spoken and I say I don’t know if you’ll have direct need […]
The next question I have about prospecting from people I talk with is what should you look like when you go on a walk-in cold call. My answer to that one would be it depends upon the situation. Obviously, if you are calling on a white collar office building in downtown of a metropolis, you probably would […]
The next thing we are going to talk about today is body language on a walk-in sales call. It’s one of the most important things in prospecting. Now, I have taken a lot of training over my career and the majority of the training that I have received is that you have to dress for success, […]
Alright, well this month’s subject is prospecting. There are 4 bullet points to this simple prospecting system we are going to cover on this blog post. What to bring with you. Your body language. What should you look like or dress like. What you sound like. The first thing I am going to talk about is […]
