- Writing a Powerful Prospecting Sales Script Many people think they can just “wing it” or they “know what they want to say.” On the telephone, however, you have 10 seconds to grab and hold your prospect’s...
- Be genuine when prospecting Jeffrey Gitomer addressed an important subject in his Business Journal column titled “Be Careful in Using Outsider to Dial for Dollars?” yesterday. In that column, he asks a great question...
I think one of the issues I have with Anthony’s article is summarized with this line:
“Do the selling when you get there and after the prospect qualifies”
Unless you’re in a high-activity commodity sale (let’s say for instance office equipment, where every building with windows is a prospect) – i’d say this is a very risky and potentially time-wasting approach.
Why on earth would I focus on “getting the appointment” – when the prospect may not even be remotely qualified?