Years ago as an apprentice salesman, my supervisor handed me a telephone directory. I looked at the thick book and asked why he had given it to me.
Years ago as an apprentice salesman, my supervisor handed me a telephone directory. I looked at the thick book and asked why he had given it to me.
44 Comments Click here to read/write comments
Topics: Sales, Scott Lewis, prospecting
“Let’s do lunch” is a phrase or continuance tactic that most sales people have uttered more than once at the end of a sales call during their career. I’m secure enough to admit that over the years I have in fact created several original continuances –soon to be clichés– to convey the same message. “Call me sometime”, “let’s get together in the new year” or often: “take some time to think about it and I’ll follow up”. A sales message focused on vague next steps is certain to net you vague results. There is a BIG difference between potential and actual, wouldn’t you agree? I’ll call you next Tuesday at 3pm is an actual plan.
Objective – Aim – Intent – Purpose – whatever your organization calls it, is what separates good sales people from those that can’t seem to get their fair share. I like to think of it as starting your “new” revenue generating cycle with the end in mind. What really needs to happen as a result of your efforts to move this opportunity forward?
29 Comments Click here to read/write comments
Topics: Dave Hamilton, Process, Tips, Sales, prospecting
Sales Truths – Fact: Prospectors sell quicker, sell smarter, and create more revenue than traditional sales efforts.
0 Comments Click here to read/write comments
Topics: Training, Dave Hamilton, Tips, Sales, prospecting
Top two sources for finding new revenues:
0 Comments Click here to read/write comments
Topics: Training, Dave Hamilton, Tips, Sales, prospecting