Who doesn’t love a good lunch with friends? And if you can expense that lunch and have the potential for sales, that’s even better, right? People who sell medical equipment know this first-hand – their success is based on a series of touches. Doctors don’t come in and say, “Oh yeah,
The busier the prospect, the better the prospect they are. I’ve spent most of my career owning business-to-business call centers and teaching people the tricks of the cold-calling trade. And we find this to be true across the board. If you’re finding the right prospects, they won’t have much time to talk to you.
A few months ago, I was doing a three-part training for New York Life agents. In these types of training, you get to know each other during multiple sessions as you observe and interact. Well, apparently one guy had noticed how I parked from the conference room window. So, as
If you’re looking to move your prospects from possibility to purchase, it’s time to reexamine your sales funnel management. At the top of this metaphorical funnel are any people who could potentially buy. Then, as they move closer to being a client, they move down the funnel. But how does
Salespeople will do what they like to do, not what they need to do. If it’s uncomfortable to make cold calls, they’ll find a way to justify doing something else — like sending an email or writing up a proposal. But when you’re focusing on sales activities, you need to
We’re brainwashed to sort lists by letter and number. It’s like once we start singing our ABCs, we think that’s the best way to arrange everything. Unless there’s a number. Then we can’t help but put lists in sequence. But chances are your customer relationship management system has your clients
Nobody likes to be told no. We didn’t like it when we were three years old, and we don’t like it now. But what happens on cold calls? We get told no. So we avoid cold calls and drop-ins to save ourselves from the rejection. But at what cost?
You’ve got to make hay while the sun’s shining if you want success in farm equipment sales. And if you’re in the business, you know how true that is. Farming is seasonal — which means selling to farmers is seasonal. If it’s harvest or planting time, you can kiss your
The key to smart sales prospecting can be summed up in two easy steps. Do it. Follow up. And get both down to a science. But don’t worry — we won’t leave you to figure out the details on your own. With these three techniques for how to prospect smarter,