Sales Prospecting Techniques

Guest post by: Harry Frisch
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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

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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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

About the Author: Harry Frisch

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Harry Frisch is the author of the popular new sales training book, available at www.HowToSellClearAndSimple.com Mr. Frisch has won numerous awards, selling a remarkably wide range of products and services to all levels of business and industry, as well as retail to the public. (Partial list includes: ReMax real estate, Saturn automobiles, audio-video equipment, specialty clothing, Honda automobiles, self-improvement courses, big ticket in-home sales, fine art by phone sales, door-to-door book sales... just to name a few.) In addition to being a Master Salesman, he is an accomplished writer and humorist, an inspiring educator, an in-demand business consultant, and an expert in the field of human behavior. Mr. Frisch earned his B.A. from Boston University and did his graduate work at the University of Michigan and Hunter College, and has additionally been affiliated with City College of New York (CCNY) and New York University, (NYU). Mr. Frisch is also the author of HOW TO BE A SUPER SALESMAN…and Still Respect Yourself in the Morning, and the powerful HOW TO SELL -- Clear and Simple Course. To receive his newsletter of sales tips, write Newsletter@STIPublishing.com
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