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Member You - Persistence in Prospecting is Simply the Aerobic Training of Sales
There are major differences in the approaches to selling products versus services. Customers feel differently about the nature of the two as well. Products like a new power tool, a new line of mineral makeup, or carpeting are definitely more tangible than a massage, a way of investing, or insurance policies.The following principles can be adopted in into a seller’s technique in order to approach the idea of selling services more
Next, you could add a few "anaerobic" weeks to your selling by making several Prospecting/cold calls a day one week a quarter or so. You choose when.
What I suggest is that you simply decide IF you would like to do this or not. If yes, then start. Use our System for Prospecting and Making Cold Calls, or your own, or someone else’s. The important thing is that you actually DO the calls.
The more I train the more I see the similarity between athletic performance and selling performance. Unfortunately for me we have to go out there everyday,
Running a clothing store is not easy and there are always issues where the public is concerned about where all the garments that are sold in the stores are coming from. Are they coming from China and causing the decay of American Jobs? Are the clothes being made by child labor is sweat shops working 18 hours per day? Are basic human rights being violated in the making of the clothes you are selling?Remember the public relations di
The method recommended by all of the professional trainers and doctors is Long Slow Distance, LSD. That is swim, bike, and run for longer and longer distances while maintaining a relatively stable heart rate. The results should be a stronger ability to perform at higher heart rates. As you maintain this training regimen, you will perform faster because your ability to replace oxygen increases. So, you will be able to swim, bike and run faster while maintaining the same heart rate.
Now, simply apply this idea to Prospecting and you can see the value of making cold calls on a regular basis. As you maintain your Prospecting efforts you get better and better at the skill. Also, you begin to build up a large reserve of potential customers with whom you will need to follow up in the weeks, months, and years ahead.
It doesn't take long to realize the benefits from simply persisting at your Prospecting efforts.
Let's consider how many real Prospecting/cold calls you make in any year. Now when I say a Prospecting call I mean that you "talk to a potential customer with the intent of making them a customer."
When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the actual prospect that is only half a Prospecting call. You simply have another lead. When you call back or get that person on the phone, then you have made a Prospecting call.
Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please consider the following idea.
In aerobic training, we are supposed to swim, bike, or run for a set period of time everyday of the week, weekends we can rest. For a few weeks of the year we need to add Anaerobic training, which is “speed work.” This builds up our ability to go faster in the long haul.
What would happen if you made one or two Prospecting/cold calls everyday you were selling? That would be 5 or 10 new prospect calls a week, 200 - 400 per year. That could be your "aerobic selling."
Next, you could add a few "anaerobic" weeks to your selling by making several Prospecting/cold calls a day one week a quarter or so. You choose when.
What I suggest is that you simply decide IF you would like to do this or not. If yes, then start. Use our System for Prospecting and Making Cold Calls, or your own, or someone else’s. The important thing is that you actually DO the calls.
The more I train the more I see the similarity between athletic performance and selling performance. Unfortunately for me we have to go out there everyday,
Why is a network meeting the best place to get participants for a trial run?We talked about taking a booth at a networking event, or at least sharing a booth. The booth has to be more than informational in order to help you move your product or service. I have been to many networking events and have walked by hundreds of booths trying to figure out if what they offer applies to me as a business or as a consumer. The most common th
Now, simply apply this idea to Prospecting and you can see the value of making cold calls on a regular basis. As you maintain your Prospecting efforts you get better and better at the skill. Also, you begin to build up a large reserve of potential customers with whom you will need to follow up in the weeks, months, and years ahead.
It doesn't take long to realize the benefits from simply persisting at your Prospecting efforts.
Let's consider how many real Prospecting/cold calls you make in any year. Now when I say a Prospecting call I mean that you "talk to a potential customer with the intent of making them a customer."
When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the actual prospect that is only half a Prospecting call. You simply have another lead. When you call back or get that person on the phone, then you have made a Prospecting call.
Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please consider the following idea.
In aerobic training, we are supposed to swim, bike, or run for a set period of time everyday of the week, weekends we can rest. For a few weeks of the year we need to add Anaerobic training, which is “speed work.” This builds up our ability to go faster in the long haul.
What would happen if you made one or two Prospecting/cold calls everyday you were selling? That would be 5 or 10 new prospect calls a week, 200 - 400 per year. That could be your "aerobic selling."
Next, you could add a few "anaerobic" weeks to your selling by making several Prospecting/cold calls a day one week a quarter or so. You choose when.
What I suggest is that you simply decide IF you would like to do this or not. If yes, then start. Use our System for Prospecting and Making Cold Calls, or your own, or someone else’s. The important thing is that you actually DO the calls.
The more I train the more I see the similarity between athletic performance and selling performance. Unfortunately for me we have to go out there everyday,
Contract manufactured medical devices are widely used in a variety of markets such as critical care, emergency room, home health care and industrial laboratories. The critical care section includes medical devices for respiratory therapy and operating rooms. The emergency room includes the medical devices for the cardiac lab, labor and delivery. Medical devices used in home health care such as a doctor?s office and medical laboratories c
When you stop in a talk to a receptionist, get a name, leave some literature and a card, but, don't talk to the actual prospect that is only half a Prospecting call. You simply have another lead. When you call back or get that person on the phone, then you have made a Prospecting call.
Now with those parameters in mind how many Prospecting/cold calls did you make in the last year? Could you have made more? If you had, would your have been more successful in your mind?
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please consider the following idea.
In aerobic training, we are supposed to swim, bike, or run for a set period of time everyday of the week, weekends we can rest. For a few weeks of the year we need to add Anaerobic training, which is “speed work.” This builds up our ability to go faster in the long haul.
What would happen if you made one or two Prospecting/cold calls everyday you were selling? That would be 5 or 10 new prospect calls a week, 200 - 400 per year. That could be your "aerobic selling."
Next, you could add a few "anaerobic" weeks to your selling by making several Prospecting/cold calls a day one week a quarter or so. You choose when.
What I suggest is that you simply decide IF you would like to do this or not. If yes, then start. Use our System for Prospecting and Making Cold Calls, or your own, or someone else’s. The important thing is that you actually DO the calls.
The more I train the more I see the similarity between athletic performance and selling performance. Unfortunately for me we have to go out there everyday,
Agriculture, as the case in India, has been the backbone of economy and chief source of income for the people of Bangladesh, the country made of villages. Government wants to decrease poverty by getting highest productivity from agriculture and achieve self-reliance in food production. Apart from agriculture, the country is much concerned about the growth of export division. Bangladesh have accelerated and changed her exports substantial
Most of us have about 40 full weeks available in the year for selling. Vacations, holidays, meetings, etc. take up the rest of our year. Please consider the following idea.
In aerobic training, we are supposed to swim, bike, or run for a set period of time everyday of the week, weekends we can rest. For a few weeks of the year we need to add Anaerobic training, which is “speed work.” This builds up our ability to go faster in the long haul.
What would happen if you made one or two Prospecting/cold calls everyday you were selling? That would be 5 or 10 new prospect calls a week, 200 - 400 per year. That could be your "aerobic selling."
Next, you could add a few "anaerobic" weeks to your selling by making several Prospecting/cold calls a day one week a quarter or so. You choose when.
What I suggest is that you simply decide IF you would like to do this or not. If yes, then start. Use our System for Prospecting and Making Cold Calls, or your own, or someone else’s. The important thing is that you actually DO the calls.
The more I train the more I see the similarity between athletic performance and selling performance. Unfortunately for me we have to go out there everyday,
Six Ways to Keep Things Simple We can have greater success with our Clients when we make our work processes and agreements simpler and more elegant. This article will give you ideas for making your contracts and commitments, projects and plans, reports and relationships with Clients simpler. Here then, are six suggested ways to make your products and services more elegant. 1. Ask why.
Next, you could add a few "anaerobic" weeks to your selling by making several Prospecting/cold calls a day one week a quarter or so. You choose when.
What I suggest is that you simply decide IF you would like to do this or not. If yes, then start. Use our System for Prospecting and Making Cold Calls, or your own, or someone else’s. The important thing is that you actually DO the calls.
The more I train the more I see the similarity between athletic performance and selling performance. Unfortunately for me we have to go out there everyday, we can't just think about it. If you don't train or you don't Prospect the results are obvious. The next time you show up at a “Triathlon” you may have trouble finishing.
Now you know why I feel that Persistence in Prospecting is Simply the Aerobic Training of Sales.
Sell Well and Often
Bill Truax
Bill@BlitzCall.com
© Copyright 2006 WJ Truax
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