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Sales Prospecting Techniques

Written by: Harry Frisch

Article Overview: 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 hot prospects?

Sales Prospecting Techniques

Sales prospecting techniques are those “magic tools” one is hoping to find when he's playing “the numbers game” to win.

No one closes every sale, and not every advertisement or sales promotion brings in more prospects than a salesman or sales force can handle.

A company or individual salesperson has to have a highly workable sales prospecting technique or two in operation if he wants to have the assurance of a constant supply of good prospects.

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 hot prospects?

The answer is… Yes!

There are actually only three key factors to learn and apply to be highly successful in your sales prospecting techniques. If you know and follow these three keys, you will be guaranteed an unending supply of good prospects.

In Chapter 3, Prospecting, in the book of sales techniques, HOW TO SELL – Clear and Simple, you will find the easy-to-understand secrets to powerful sales prospecting, including the three basic keys of a winning sales prospecting technique.

(c) 2004, 2005, 2006, Harry Frisch, STI Publishing. All Rights Reserved.

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Related Forum Posts
Prime Means of Selling - Prospecting and Selling aren't the same. Prospecting is finding the few within a target group who are prime candidates for your service. I don't think everyone will agree on what "prime" means but I'd say if the prospects actively want what you're offering and have the ability to pay for what you're offering then they qualify as "prime".
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Bad SEO techniques? - There are few more techniques which also known as the Bad SEO Techniques or Black Hat SEO Techniques. Such as: - Relying on keyword metatags - Purchase Links (From Spamming or blacklisted sites or doing purchase links on high level for site marketing) - Horde Page Rank: This is one of my favorites, because it's one that most webmasters don't understand yet. This is because it changed over the past year or two. The concept people have in their mind is that page rank is a key part of site rankings and linking to other sites "leaks page rank" from your site. However, the world has changed. - Swap Links: Another oldie, but not goodie. Search engines want links to represent endorsements. Swapped links represent barter, and they are trivial to detect. Don't swap links for the purpose of building page rank. It's a waste of your time - Implement duplicate content - Use Session IDs on your URLs - Use lots of Javascript - Implement your site in Flash
Re: Bad SEO techniques? - [quote="WebBizIdeas.com":1jr37kqx]There are few more techniques which also known as the Bad SEO Techniques or Black Hat SEO Techniques. Such as: - Relying on keyword metatags - Purchase Links (From Spamming or blacklisted sites or doing purchase links on high level for site marketing) - Horde Page Rank: This is one of my favorites, because it's one that most webmasters don't understand yet. This is because it changed over the past year or two. The concept people have in their mind is that page rank is a key part of site rankings and linking to other sites "leaks page rank" from your site. However, the world has changed. - Swap Links: Another oldie, but not goodie. Search engines want links to represent endorsements. Swapped links represent barter, and they are trivial to detect. Don't swap links for the purpose of building page rank. It's a waste of your time - Implement duplicate content - Use Session IDs on your URLs - Use lots of Javascript - Implement your site in Flash[/quote:1jr37kqx] Hi Jeff, Thanks for adding to the list. I have one question, though. How would one implement Session IDs for a URL, and what benefit would come from doing so?


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