Prospecting

The Job Interview

….In which we discuss preparing to “get hired” by your prospects. Your first few (one, two, ten) sales calls on a prospect are a job interview. You’re wanting to be “hired” by your prospect. How do you view and prepare for these calls? Read more »

Short, Flat, and to the Point

In which we learn to keep our voice mails focused when calling prospects. Normally, I would say, forget about leaving voice mail messages when cold-calling. I delete almost every voice mail I receive from a potential vendor within 5-7 seconds. I didn’t delete this one. I’m planning to call the guy back: Read more »

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