prospecting tips

7 Key Ways To Become Excellent At Prospecting


How do you feel when your manager asks you to do more prospecting? Do you jump with glee at the thought of making several hundred more cold calls? Or do you close your eyes, utter a deep sigh and think ‘why did I choose this profession?’ It’s probably something in between those two extremes, but it’s not difficult to see…

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So…How Do You Get The Prospect To Call You? (Here’s 11 Ways…)

Global Communication Concept phone

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy from you. But what if you could make yourself the target of prospects to contact? How can you make yourself…

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How To Target Prospects

As a salesperson, I’m sure you’ll agree that prospecting is one of the most important tasks you can carry out. I’m sure you’ll also agree it’s one of the least-enjoyable and time-consuming tasks that you would rather forego, if you had the chance. We all recognise it for what it is…a necessary evil. But there are many salespeople who actually…

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The 3 Most Costly Prospecting Mistakes

Below are three clear and simple mistakes that sales people routinely make while prospecting. Prospecting mistakes are the most costly problems because most sales people and sales management never actually realise the full affect of prospecting errors. What You Can Not See CAN Hurt YOU The problem is that it is much easier to see and understand others selling issues…

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Handling the “No Name” Policy When Cold Calling: Part I – How to Get A Name

Telephone in the snow

Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment.  Whew! Even if you already know the likely job title of the DM, it is still frustrating when you do not have a name and the gatekeeper (GK) refuses…

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To See More Prospects and Close More Sales Just Get In The Door

Business lady offering a handshake

Before you can close the sale, you need an effective sales interaction. Before you can have an effective sales interaction, you have to get the appointment.  Before you can get the appointment, you have to get your preverbal foot in the door.  With today’s modern-day buyer, sometimes you have to broaden your approach to get in more doors. Broaden Your…

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