How to find the Highest Executive Responsible for Buying within a target company.
Many times acquired lists (or certainly lists of companies we compile on our own) will not have the name of the person we want to meet with. So, where do we go to get this information prior to placing the first call to H.E.R.B? Continue reading “Finding H.E.R.B.”
Why our approach is different and why it has never failed to double the number of appointments a group of sales professionals set after going through our program.
When I make my own appointment making calls, prospects ask me all the time, why would investing in one of my Prospector’s Academies benefit them? They say that their team seems to be doing okay. And if my sales team knows how to close, they must also know how to set appointments, right? After all, selling is selling? “I just don’t think I’m interested.” Continue reading “The four reasons sales professionals fail at appointment-setting.”
A powerful and easy to implement goal setting process that works in both our business and personal lives.
Oliver Wendell Holmes once said, “If you don’t know where you’re going, any road will get you there.” In practical terms, what he’s saying is that if we don’t have a written set of goals that we’ve made public in some fashion (to help us stick to them), it’s just too easy to let life’s events lead us down a road to a destination different than the one we envisioned.
“The only true security in life comes from knowing that every single day you are improving yourself in some way.” Tony Robbins – Awaken the Giant Within
The beginning of the new calendar year always brings new energy and excitement for each of us. This will be the year! I’m going to accomplish so much. This year will be different. I will not allow myself to continue with those bad habits that suck time and positive energy out of my days this year. And, this year, we’ve got momentum at our back. The economy is cooking again—opportunity abounds.
So you still want to ask, “Are mornings or afternoons better for you?”
A sales professionals in one of our Prospector’s Academies told me this story the other day during a role-play session and I thought it was worth passing on to you.
He told me that he had always been afraid to say no when a target would propose a different time for an appointment than he had originally asked for; even when he had something personal scheduled. He told me that he would say yes to almost anything, even if it were inconvenient—just to get the appointment. He told me that for the first time, he countered with a third time and the prospect said yes. He was ecstatic. “It worked, it worked!” he exclaimed.
It’s okay to say no to a time that won’t work for you!
We teach to ask for a specific time and date for the appointment you want. Unfortunately, our targets also live by a calendar and sometimes our specific request can’t be met, so they propose something different. When that happens, why do some of us sales professionals seem so reluctant to say no to that request when the target’s suggestion is inconvenient to us?