For many sales professionals, prospecting and qualifying are the least favorite aspects of their jobs.
In the rush to dig into a new account and make a sale, qualifying is often skimmed over and salespeople end up spending time with the wrong people, negatively impacting their effectiveness.
How to Qualify Your Prospects
In this era of hyper-competition and
If you have been following this series to date, you may get the view that I only see the phone as a means to getting appointments, and that is certainly not the case. In today’s business environment it is important that you use all methods available to connect with potential prospects. Which these days includes e-mail.
Like other methods of communication e-mail has both pluses and minuses, but they can be managed. Here’s how you can leverage e-mail in the sales process.
The simple answer to why decision makers hate cold calls is cold calls are one of the biggest time wasters for them.
Decision makers hate cold calls and have no interest in taking your call because all you do is waste their time. Period.
Now, you don’t see it the same way. You believe you have something
To keep from wasting time on people who aren’t seriously interested in pursuing a business relationship, try the three-step qualifying process on an upcoming sales opportunity so that you know right away whether it’s alive with possibilities or a dead end.
All good advice coming from Anthony Cole, but #1 and 2 come up all the time. It’s #3 and 4 that are most potent…what do you think?
When was the last time you ran into someone who really enjoyed cold calling?
I bet it doesn’t happen often. Few enjoy hitting the phones to find new business and even fewer are at least somewhat good at sales prospecting.
What we’ve found, though, is that those who get a reasonable amount of success out of their cold call typically adhere to some sort of a sales script.
I posted a podcast link previously about using LinkedIn for prospecting, and how important it is to be careful when doing this. Here’s a good article about using it correctly for prospecting efforts. Good stuff here.
Steven Van Yoder wrote “Get Slightly Famous,” a pretty neat book about establishing yourself as THE expert in your field. This article in particular talks about using/creating public speaking opportunities to promote yourself as that expert in your field and community.
The use of voicemail has become so pervasive these past few years that sometimes you wonder if you’ll ever talk to another human being again.
Frustrating as it may be, over time you begin to accept it as the new norm. You expect to get voicemail and in a perverse sort of way may even relish
Kevin Stirtz talks about the importance of customer service and identifies 11 ways which, in part, determine whether a customer will do business with you.
If you’re a b2b rep or small business owner – it’s likely that you’ll be the first point of content for a prospective client. It’s not the guy or girl behind
Can't find it yet? Enter your search and hit enter.
You can also check our sales tips archives