[ga] Sales Tip of the Week

[Peak Performance <postmaster@peakperformancellc.com>]

PROSPECTING IN A DOWN ECONOMY

Change Your Objective.
Most salespeople have a prospecting "pitch" which is designed to interest, entice, excite, convince and persuade people to give them appointments. They have a string of questions to get the prospect involved and interested in meeting them. Every question that you ask increases their sales resistance. Thus, their negative reaction to your methods grows very quickly.
Your new objective is to make appointments only with High Probability Prospects - and to disqualify everyone else. Make fifty calls and be clear that you'll only make an appointment ONLY if the prospect needs/wants what you're selling because you helped them identify a problem that is costing them. If the prospect doesn't want what you're selling or does not discover a loss due to their problem, terminate the call quickly and courteously.

For more information on these and other common sales related problems please visit www.peakperformancellc.com.
For information on upcoming sales related workshops and other events please visit: http://www.peakperformancellc.com/workshops.htm.
Sincerely,

Peak Performance Sales Training, LLC
info@PEAKPERFORMANCELLC.COM
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