How to Network and Get Referral | Effective Sales Prospecting Training
Any time you network with other people, you can get a business lead or referral. For instance, industry associations can work as tip...
How to Disqualify Prospects & Clients | Sales Prospecting Skills Training
Ever watch David Letterman dismiss a guest on his show? He simply stands up, looks at the guest in the eye, shakes his hand and says,...
How to Reach Out to Decision Makers | Sales Prospecting Skills Training
When making initial contact with the people who make or influence decisions, we have two key tactics to consider before the approach: (1)...
Planning Sales Call Improves Success | Effective Sales Planning Training
Different decision influencers need to be approached in different ways. Forgetting to plan the objective of each sales contact or setting...
How to Overcome Rejections | Sales Prospecting Training
Rejection isn’t really rejection unless you accept it as final! Much research has shown that moving a prospect from contact to contract...
How to Turn Prospects into Clients | Effective Sales Prospecting Skills
Good marketing programs create many prospects. But all prospects do not—and should not—convert to clients. Here are ideas to help you...
How Trade Shows Can Create Good Leads | Sales Prospecting Skills
Willie Sutton had the right idea. Asked why he robbed banks, the infamous bandit replied, “Because that’s where the money is.”...
How to Find Wealthy Prospects | Sales Prospecting Training
Texans call people who live the life of the rich and famous, without real wealth, “big hat, no cattle.” Take notice of the people with...
Following Up and Following Through | Consultative Selling Skills | Asia's Leading Sales Training
What is follow up? Follow up is carried out by telephone or email after an initial contact has been made with a prospective customer. You...
How to Identify Major Influencers | Professional Selling Skills | Sales Training Middle East
Identifying the major decision influencers is a crucial step in the selling process. Develop your prowess in the group dynamics of...
How to Ask Good Questions to Uncover Problems | Professional Selling Skills | Sales Training Vietnam
There is a major difference between good questions and average questions. Many sales experts advise you to ask “open-ended” questions....
Researching Your Prospects On The Internet | Sales Prospecting Training | Sales Training Hong Kong
One of the most powerful tools to learn about your prospects’ business and industry is the Internet. Before the online information...
How to Do a Cold Call | Telesales Sales Training | Sales Prospecting Training
Making direct contact with your prospects by telephone can be a good way to research sales opportunities and set up sales appointments....
Broad-Based Marketing Supports Prospecting | Sales Prospecting Training
Mass media (radio, TV, national publications) reach a large number of people, most of whom aren’t potential clients. Rather, you should...
Sales Prospecting Training in Malaysia | How To Do Networking
What is networking? Networking is all about developing business contacts and relationships that enable you to expand your business base....
