I conducted a BLITZ CALL Prospecting workshop in Toronto this week for a group of highly experienced sales professionals.
They were a great audience and are already implementing the skills we discussed according to the feed back I am receiving.
One thing I have to remind myself and all the people I train is that Prospecting in the commercial/industrial market place has to be simple. The reason is not surprising. Most of us in sales hate to Prospect. Therefore, if we make Prospecting complicated in any way, there is the excuse we need not to Prospect.
So, when I say simple what do I mean. Ready for this?
Just get Leads and do BLITZ CALLs. That is about as simple as you can get.
In commercial/industrial sales, people don’t buy until after the 3rd call. Therefore, we must make at least 3 calls, this is not rocket science. The initial Prospecting call, the BLITZ CALL, is simply a quick introduction – in and out. It is designed for face to face Prospecting while you are in the field, but is being used via the phone more and more these days.
Never drive by a good Prospect without stopping. That is what the BLITZ CALL is designed for. After that, you implement your selling skills, the Prospecting phase is over.
So there you have it, keep Prospecting simple and you will have more Prospects that you ever thought possible. Now the folks in manufacturing will have to try to keep up with your orders.
Sell Well and Often, Bill Truax Bill Truax is President of Trufield Enterprises, Inc. a Cleveland, Ohio based sales consulting firm. View Bill’s products and services or contact him through his website www.BlitzCall.com
© copyright 2007 WJ Truax
Keep Prospecting Simple© - 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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