Are you blaming the prospect when you can’t close? Are you telling the boss it’s the prospect’s fault that you can’t set an appointment, or they won’t order now?
Author: Jeffrey Gitomer
You will no longer dread the dreaded cold call after you read this column several hundred thousand times.
Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for next year?
Competition is a lot like an unknown snake. Potentially poisonous, not someone you want to get real close to, it’s best to know all you can about them, respect ’em, and always carry a snake bite kit with you – just in case.
Are your goals established for next year? Are they written down? If not, next year you’ll likely be where you are today.
Is your sales income what it should be? Want to double it?
You didn’t qualify the prospect very well, did you? OK, what do you do now?
Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call.
Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach.
What does the Guggenheim Museum (a classic modern art museum in NYC in a building designed by Frank Lloyd Wright) have to do with sales success? They recommend you start at the top.