These sales ideas are focused on the Field Sales Professional, not folks sitting on the phones.
The first spectacular sales idea is to acquire and then learn a complete Prospecting System. Don’t get a couple books, don’t just buy some CDs, don’t sit around the office with your peers and discuss each other’s ideas regarding Prospecting.
Acquire a Prospecting system!
Before you acquire a Prospecting system be sure you understand how it is designed and what it is supposed to do. Make sure that these objectives are in line with your goals, if they are not you will simply put the materials on a shelf and never use them. That would put you back to square one; we don’t want you to be there.
Once you have found a system that is compatible with your goals, study it diligently. Studying is not learning!
Once you have studied, then learning the system is the next step.
By learning I mean you must be able to actually implement all the skill bases the system requires. For most of us your system must include wording, prospecting volume, tracking and follow up. [prospecting volume is simply the number of Prospecting calls you will need to make every week.]
This learning process takes some time, just like all good sales ideas. Nothing seems to start off easy in selling, but Prospecting should soon become easy.
Say the words out loud over and over until you can say them without thinking. This will give you the ability to speak well while paying attention to the Prospect and their body language. If you must focus on your wording, you will miss a lot of unspoken responses from the Prospect – that is a bad idea.
Be sure to learn the wording before you start Prospecting, practicing on Prospects is also a bad idea!
Have all the elements of your Prospecting system ready to go when you start. If you don’t you will begin to miss important information. I assure, no matter how brilliant you are, you won’t remember all the details, so keep good written records.
The second spectacular sales idea is to implement your Prospecting program. Get this system up and running as soon as you can. And then keep it running.
As a Prospecting coach, I see all kinds of implementation actions. Most of them don’t get very far. When a salesperson doesn’t do the upfront work, they usually quit before they can get any results.
The salespeople who are most successful are the ones who are well prepared when they begin.
They know their wording cold! They know the number of Prospecting calls they need to make per week and they are making them. They are tracking their activities and following up in a timely manner.
And they are growing their business easily.
So the two spectacular sales ideas are acquire and learn a Prospecting System and then implement it.
Sell Well and Often,
Bill Truax
Bill@BlitzCall.com
© copyright 2007 WJ Truax
Two spectacular sales ideas© - 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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