When I decided to enter the field of professional selling 30 years ago, it was because of one fact. The fact was that I controlled my own success and my income. If I wanted a raise in income I didn't need to ask for it, I just had to make a decision to work harder and get better. After coming out of the banking industry where hard work was not necessarily rewarded and making more money was more about who you knew than how you perform, this new freedom to control my own destiny was more exciting than I can describe.
That same fact is true today. I am going to take the next several days and look at areas of the Secret Formula for Sales Success and identify areas that you can improve your skills and in turn raise your income.
The first area is getting the prospect to attempt to contact. There are many methods used for acquiring prospects.
1). Cold calling - telephone or in person calls to lightly qualified prospects
2). Referrals - acquired from customers and people you know.
3). Friends & Family - letting everybody you know know what you do.
4). Purchase leads - direct mail, web, email etc
5). Targeted campaigns - using specific lists with preapproach letters
These are just 5 common areas used when prospecting. It is very important to identify your strategy for prospecting . Then work hard to improve. Any of these strategies include an approach. Your approach should come from something that has proven to be effective. Once you have the approach then you must drill, train and rehearse it until it is second nature to you. This skill is a vital one to work on continually. If you can effectively reduce your attempts to contact and your contacts to presentation you will consistently increase your income. This is without spending any more time doing what you do. That is EXCITING!
Expect to Win!
--Jim
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