Archive for the ‘Prospecting’ Category

The Sale After the Sale … Getting Referrals. Referrals have always been the single most valuable commodity a salesperson can acquire.  The more referrals a salesperson is able to collect, the more income he is going to make.  After we have created a new client, it is time to start selling again.  We must sell the new client on giving us some referrals. In my 30-plus years of selling and coaching salespersons, I have noticed that most salespersons are very poor at getting referrals.  There may be a number of reasons.  If a salesperson is having a “run of success,” ...

Is Everyone a Prospect?  Yes!  Really? Sales and income are lost when a salesperson does not know how to: find the persons who should buy his product/service; recognize when a prospect has an interest in his product/service; identify the level of interest; create or increase the level of interest so as to produce a qualified prospect. Is everyone a prospect?  Yes!  Really?  Of course!  He is a prospect for someone.  Whether or not he is a good prospect for us is what we must determine.  Each of the various sales areas requires the ability to identify prospects for ...