Gas is $4 a gallon and people are complaining like crazy. No one seems to realize that Congress has done nothing to help us prepare for this since the 1973 oil embargo, but I shouldn't get started on Congress, it is too depressing.
So let's look at how we can make more money to pay for all that expensive gasoline.
Like every goal setting idea, let's look at the desired end result and work our way backwards to where we are right now.
Our goal is to make more money. In order to do that as a sales professioanals, we need to have customers pay us more. Either our existing customers or new customers. That is pretty simple. So how are we going to do that?
For existing customers we are going to have to sell them more products or services or have a price increase in excess of increasing costs.
If either of these can't be done, then we have to get new customers to start paying us. This requires a couple of additional steps.
First, we have to find them and second we have to sell them.
Since I have been in sales for a number of years, I have had selling skills training well over a dozen times. In fact, I have been a sales trainer for nearly 40 years, so the steps in the selling process are pretty familiar to me.
Since my specialty is field sales Prospecting, I have the critical first step of prospecting pretty well sewn up – that is finding the potential new customers.
This is the one area where most sales people are the weakest. Once they get in front of a customer, most sales people can muddle their way through questioning, features and benefits statements, etc. It is getting front of the prospect – the potential customer - that is the key, however.
No Prospect No Sale You can't get a new customer if you don't have someone new to whom you can present your products and services. Which, of course, means you have to do some Prospecting. No prospect, no sale.
So prospecting is where you should be spending your time if you are serious about making more money.
Two Ways to Prospect There are only two ways to prospect that I know of - telephone and face to face. You must do both to have a comprehensive prospecting program. And most sales people use the phone pretty well.
My focus tends to be on the lost art of face to face prospecting. It makes sense when you are in the field anyway, why not stop? A face to face prospecting call, what I call a BLITZ CALL, takes only about 4 minutes and there are a lot of benefits beyond talking to the prospect.
You can do some very important field intelligence work by surveying the company, their people, products, and facility. This can't be done on the phone.
So look at your goal and simply do what needs to be done to accomplish it. Prospecting is a simple way to make more money.
Sell Well and Often, Bill Truax Bill@blitzcall.com
© Copyright 2008 WJ Truax
A simple way to make more money© - To learn more about this author, visit Bill Truax's Website.
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Bill Truax
(Visit Bill's Website)
Bill Truax is a Field Sales Prospecting
trainer living in Cleveland, Oh. He has
created The BLITZ CALL Prospecting System.
He offers a curriculum in the form of a
self learning program called The BLITZ
CALL Prospecting Kit which includes 4
books, 2 CDs and a year of consulting. He
also conducts a variety of skill based
seminars, workshops, and train the trainer
programs. Visit his website at www.BlitzCall.co
m and sign up for his Free
Prospecting Success Tip of the Week.
When not consulting, Bill is an Auxiliary
Deputy Sheriff in Geauga County, Oh
attached to the K-9 unit. Bill's dog,
Gunny, is a wilderness Search and Rescue
and Explosive Detection Dog.
Bill and his wife, Sue, are active members
of the International Churchill Society and
Bill speaks to audiences about the life
and times of Winston Churchill. They have
two sons, Bill Jr. is a Lt.Col. in the US
Marine Corps, Rob is a Sports Medicine
Doctor They have 7 grandchildren.
Bill has been involved in Sales Training,
Consulting, Speaking, and Selling for over
30 years.
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