by jason | Oct 23, 2019 | Uncategorized
A recent TV commercial for Proctor and Gamble’s Head and Shoulders shampoo ends by saying, “You never get a second chance to make a good first impression.” The opening minutes of the approach must be designed to create an atmosphere of trust. The first 15 words you...
by jason | Oct 23, 2019 | Uncategorized
The content of an effective presentation requires selling by design – not by chance. Competing with yesterday’s traditional selling strategies and techniques is hazardous as world-class competitors challenge each other. Never before have the latest and best selling...
by jason | Oct 23, 2019 | Uncategorized
Proper telephone technique enhances a salesperson’s image and preconditions the prospect to receive you favorably. Phoning for an appointment implies that you are courteous and considerate of the prospect’s time. It also suggests that your time is valuable and that...
by jason | Oct 23, 2019 | Uncategorized
Because of the ever increasing cost of a sales visit, many companies are encouraging their salespeople to replace the unsolicited or cold call approach with the telephone call to make initial contact with a prospect. Studies have shown that a cold call can cost up to...
by jason | Oct 23, 2019 | Uncategorized
The use of referrals is one of the most powerful but underutilized prospecting techniques. Referrals generally provide qualified prospects who have a need for your product or service, the authority to make the purchase decision, and the ability to pay. Referrals, can...
by jason | Oct 23, 2019 | Uncategorized
Successful salespeople establish a clearly defined pattern for prospecting. They know that you can waste a monumental amount of time calling on leads who are not prospects for your product or service. When all you have is a name and address, you have only the...
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