Tactical B2B Sales Prospecting Tips
Toastmasters International training is the best investment to develop one’s communications skills. Once one becomes a chapter member, they will have the opportunity to learn, by doing, which is the most effective way to anchor their newly acquired learning skills.
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Having a website which features quantified testimonials and very specific program benefits enables one to sell very effectively when cold-calling, since an electronic brochure is a timely tool.
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In our Age of e-mail and v-mail, this is proof snail-mailings thoughtfully executed can very effectively set the stage to enable sales professionals to ethically access decision-making prospects, on the first phone call.
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Here is the true story of one small business owner who demonstrated the guts to grind it out and succeed in this tough 10 month economic period. He did it without any fanfare or government handouts.
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In 2006, I discovered a process for opening doors, minds and hearts. It is the single most effective component for ending cold-calling described by some as the scourge of the selling profession. Since then, I have created dozens of greeting card-based direct mailing campaigns that have achieved double-digit sales-buster results.
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Using greeting cards as a solicitation tool isn’t new. What is new is a lesson I learned as a result of conducting a 2006 Test Mailing. The Lesson: mail 3 funny message cards over 15 days to decision makers. Then, place a phone call within 4 days of their receipt of card # 3.
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The Lesson: Pay attention! You just never know where it will lead.
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I was presented with an opportunity and the right set of circumstances with a client that needed my polished and proven skills set. I was ready for that ‘knock’, ‘knock’ on my door. My question for you is: What have you done lately to improve your skills set so when your sales opportunity knocks, you will be ready?
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If a client is this satisfied with the results of my work, it is human nature for her to want to return the favor, even though I’m paid well as their consultant. In many instances, it’s an ego thing.
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Good Failures can be wonderful learning landmarks, provided we don’t give up; repeat our failures, or become cynical during our failing process.
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