Tags:

‘Prospecting’

Video

Is Social Media a Crutch? – Sales Prospecting #14

In this video tip, Warren discusses why social media is best used when it’s in addition to personal contact; not in lieu of.

If you want to learn how to get in the door and close more business, attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..

Click here for more webinar information, or:



Blog

Tuesday Quick Tip – Successful Salespeople Do Not Sell: They Help

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

TIP

Successful salespeople do not sell: they help.  Their attitude is: I can not help you unless I get to see you, and I certainly can’t help you unless you buy something from me.  Successful salespeople really believe that what they do helps the people and clients they do it for.  That’s what makes them so successful and that is also what makes them such high earners.  Money is a by product of this belief system.

Top salespeople believe they are the best at what they do; they believe their company is the best at what it does; and, they believe their products and services are the best.  As a result of this belief and commitment, top salespeople not only feel it is their obligation to make sure clients buy from them, but, truly believe that if they allow a client or prospect to buy from the competition, they have done that client a horrible disservice by allowing them to buy second best.

ONLY 48 MORE HOURS TO SIGN UP

If you’re interested in learning more about what successful salespeople do to be the best, attend my 90 minute webinar: Prospecting Skills to Increase Your Sales, on Thursday, August 18th at 12 Noon Eastern Time.  For more information and to sign up CLICK HERE.

Video

The Warm-up letter – Sales Prospecting #13

Is it helpful to send an introductory letter to each person telling them you will be following up with a phone call? In this video you’ll find the answer is not as cut and dry as you might think.

If you want to learn how to get in the door and close more business, attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..

Click here for more webinar information, or:



Blog

Tuesday Quick Tip – Control the Conversation

Welcome to “The Tuesday Quick Tip.” Every Tuesday, I’ll be publishing, on this blog, a short, 1 to 2 paragraph tip to help you achieve success in your life, business or career.  You can also receive “The Tuesday Quick Tip,” by email, along with our weekly videos and a free “Time Management Workbook,” when you sign up for a free subscription to my email list.

TIP

When asking for the appointment on the phone, I believe in giving the prospect one choice; ie, “Can we get together next Tuesday at 3,” rather the more traditional two choices (“Would Tuesday at 3 or Wednesday at 4 be better for you?”).  My reasoning being twofold: 1. Giving the prospect only one choice creates a perception of a very busy salesperson.  Believe me, nobody wants to deal with a salesperson who has time on his hands: Do you?  And 2, should the prospect say “No,” to Tuesday at 3, I still have Wednesday at 4 up my sleeve.  Why reveal all your choices if you don’t have to.

If you’re interested in learning how to control the conversation and increase your chances of getting the appointment, attend my 90 minute webinar: Prospecting Skills to Increase Your Sales, on Thursday, August 18th at 12 Noon Eastern Time.  For more information and to sign up CLICK HERE.

Video

Nothing Takes The Place of Personal Contact – Sales Prospecting #10

Warren thinks email and social media are great, but will show you how personal contact will always increase your odds of closing the sale.

If you want to know how to eliminate the fear that stops you from making calls, attend my webinar, “Prospecting Skills to Increase Your Sales,” on Thursday, August 18th, 2011 at 12 Noon EST..

Click here for more webinar information, or: