Home Features Mastermind Videos About Advertise Blog Network Contact
   

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

Featured Ebook


ebook Famous Entrepreneurs - Modern Empire Builders


Featured Ebook

More Evan Carmichael
Have A Suggestion?

Sales Lessons From Starbucks And Dell

Sales Prospecting is the most important skill©



Sales Prospecting is the most important skill©
   

Sales Prospecting is the most important skill©

Those of us in commercial/industrial sales must use a variety of skills.

I have been a sales training consultant since 1978. One thing that virtually every sales person asks me at some time during our work together is, “which sales skill is most important?”

Now there is a common list of sales skills we all need:

Prospecting Questioning Features Benefits Objection Handling Closing Product information and several others.

My response is always the same. Every one of these skills is equally important in selling. The Most Important is the one skill which is your weakest!

That’s right, the one you do poorly or the least. The one skill that you should do more often and/or better becomes the most important.

And guess which one that is for most sales professionals? Prospecting. Yes, the skill that allows us to use all those other skills. Without Prospecting we don’t have enough people on which we can use our sales technique skills.

That is why we developed our Blitz Call® prospecting system (www.BlitzCall.com When we are in the field and come to a good Prospect or potential Prospect, why not stop. Yes, Fact to Face Prospecting can be very rewarding.

Remember, it takes a minimum of 4 calls to make a sale. Therefore, your first call should be a Blitz Call – a pure Prospecting call, not a sales call. Your objective with a Blitz Call is simply to get an appointment for the 2nd call. I suggest that a typical Blitz Call should take less than 4 minutes, including parking the car.

Just think, if you made 3 Blitz Calls on Monday, Wednesday, and Friday that would be 9 a week. If you are in the field 40 weeks this year that would be 360 Prospecting calls. How would that change your life?

The Blitz Call system has tracking and follow up methods to get you to those next 3 calls.

So now you can make Sales Prospecting, NOT the most important skill.

Sell Well and Often Bill Truax © Copyright 2007 WJ Truax Bill Truax is a sales training consultant living outside Cleveland, OH. He has 3 books, 2 CD’s, seminars, and workshops on Prospecting and Making Cold Calls. Visit www.BlitzCall.com for product and contact information.



Sales Prospecting is the most important skill© - To learn more about this author, visit Bill Truax's Website.

Like this article? Share it with your friends
[Get Copyright Permissions] E-Mail | Print | More  


Related Articles Related Articles
Sales Prospecting is the most important skill©
  All Sales skills are important. The most important is the one we do the poorest. For most of us in sales, that is Prospecting. here is an easy way to change that.
Prospecting it is simple only DOING counts
  Prospecting may be the most important step in the selling process since it allows all the others. Without Prospecting we can't use our selling skils, order entry skills, or service skills, since we won't have anyone...
Field Sales Prospecting, just do it!©
  Far too many field salespeople miss a great opportunity to both grow their business and reduce stress. Driving past a Prospect while in the field is a real tragedy. Field Prospecting simply requires a little pract...
Sales Management, Prospecting, and a Sense of Urgency©
  Prospecting is critical for growth and survival of just about every company that sells a product or service. The person most responsible for overall sales team prospecting performance is the Sales Management team. ...
Sales Prospecting Techniques
  What is it that makes one sales prospecting technique work like magic and the next not? Is there a secret to developing a sales prospecting technique that consistently delivers a good, steady stream of warm, if not ...

Related Forum Posts Related Forum Posts
Prime Means of Selling Prime Means of Selling
Online Sales and Marketing vs Traditional Online Sales and Marketing vs Traditional
Why are skill testing questions required in contests? Why are skill testing questions required in contests?
Re: Online Sales and Marketing vs Traditional Re: Online Sales and Marketing vs Traditional
Practical Sales Advice Practical Sales Advice
Good or Bad Good or Bad
Sales & Marketing Resources Sales & Marketing Resources
Finances Finances

 
About the Author


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.
Have A Suggestion?

View Author's Blog
Become An Author

View Author's Video
Bill Truax Video - A complete Prospecting program for Field Sales Professionals from Bill Truax.
Become An Author

Free Downloads


Bill Truax's

Complete
List Of
Sales
Articles

First Name
Last Name
Email
 
If you enjoyed this article, get Bill Truax's Complete List of Sales Articles For FREE!
Become An Author