Prospecting

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Sales Tips – Focus on What Your Prospects Really Want

Sales Tips – Focus on What Your Prospects Really Want

The more you learn each day the clearer the sales process becomes. The greater your ability to understand what your prospects really want the more astute you will become as a sales professional. So many times we get caught up focusing on the product or service and do not take a moment to stop and…

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Increase Your Sales Fast by Warming Up Your Cold Calls

Increase Your Sales Fast by Warming Up Your Cold Calls

There is an incredible amount of information on how to do cold calls. I have seen 3, 4, 7 and 8 step processes. While there are similarities, each expert’s process is different. Based on my training and experience, we have boiled it all down into a straight-forward process for small business owners. The basics include…

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Cold Calling Isn’t the Only Way to Get Prospects

Cold Calling Isn’t the Only Way to Get Prospects

Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it’s the only approach to prospecting, but it doesn’t have to be that way. John was a managed services provider looking to grow his company. He created a cold…

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