26Mar/070

Sales Training Minute Solution: Prospecting

Prospecting is the heart/blood of any salesperson's career.

Ways to prospect:

  • Come to the realization that the secret to selling is always in the prospecting - not in the selling.
  • Develop ways to prospect that depend on you, the salesperson, not the marketing department.
  • What are some of these?
  • Seminars
  • Direct mail
  • Referred programs
  • Repeat customer programs
  • Sponsored events
  • Trade show presentation
  • Exhibits & trade shows
  • You are only limited by your (1) effort, (2) creativity, (3) enthusiasm
  • Remember, "Most salespeople fail because of a lack of qualified prospects. Period."
  • Invest valuable time, every day in prospecting.

Is it that simple? Yes, it is.

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