Prospecting Tips: Asking Good Questions Part 1

Monday, December 8th, 2008 Posted in Uncategorized | No Comments »

How much do you think this would help you save? This question also helps justify expense. What would motivate you to change? This question creates the rationale a prospect will use to justify their purchase Do you have a preference? If your prospect has a ...

The Queen of Cold Calling Tips: Selling in a Shaky Economy

Sunday, December 7th, 2008 Posted in Uncategorized | No Comments »

During difficult economic times vendor loyalty can be shaky. This is a great time to go after accounts that have previously been locked up and held tight by your competition. If you know your competition, you know their flaws. Where ...

Prospecting? Get the Details!

Thursday, December 4th, 2008 Posted in Uncategorized | No Comments »

Along with the company name, prospect name, address and telephone number, you need to track dates of contact; what was discussed; dates to call back; if marketing materials were sent, which ones; if samples, which ones; etc. You want to make ...

Cold Calling and the Rhythm to Your Speech

Tuesday, December 2nd, 2008 Posted in Uncategorized | No Comments »

Everyone has his or her own personal rhythm, the tempo at which he or she thinks and functions and is most comfortable. People generally have a difficult time with people whose rhythms are different from their own. Think about it -- ...

What? Who? Where?….Key Elements to Successful Cold Calling

Monday, December 1st, 2008 Posted in Uncategorized | No Comments »

There are three key elements you'll need to address in order to prepare for your prospecting calls: The What, Who and Where. 1. What are you selling? 2. Who is going to buy it? 3. Where will you find them? The "What" encompasses the ...