Sales and Sales Management Blog

July 19, 2008

Prospecting is Getting Tough–Are You Prepared?

More and more of us in sales are finding it more and more difficult to keep our pipelines full with high quality prospects.  The slowing economy is putting a great deal of pressure on prospects-both business and individual–to think very carefully before they commit to any purchase.  Consumer confidence is down.  Unemployment is inching up.  Inflation is becoming a concern.  Both oil and the stock market are on wild rides.

Salespeople are waking up every morning wondering where they’re going to find this month’s commission check.  And although the signs of an economy that was headed for a major slowdown if not a recession have been around for almost two years, few salespeople took the time and invested the effort to prepare by learning more effective ways to find and connect with quality prospects.

The good news is it isn’t too late to change your prospecting and personal marketing strategies so they more closely match the way prospects want to be connected with and that will identify and engage more high quality prospects.  You can learn techniques that will open more doors, identify more high prospects, and generate more sales.


To start, next Thursday, July 24 McCord Training is offering three one-hour tele-seminars, each deals with a separate technique of reaching quality prospects.

Never a Cold Call, Always an Introduction   1PM Central

Cold calling is a time intensive process that is frustrating for the salesperson and irritating to most prospects.  Prospects have assistants, voice mail, caller ID, and other gatekeepers in place.  Why?  Not because they want to talk to you but because they specifically DON’T want to talk to you.  Does it make sense to bang the phones trying to connect with people who you KNOW don’t want you calling?

No, it doesn’t.  And you don’t have to.  You can learn to turn those cold calls into real connection calls by learning how to gather the information you need before hand to be able to call the decision maker with real information about specific issues you know they have and must deal with.  You can turn your cold calls into referred calls that make your call a welcome, informative call that engages your prospect’s attention and gets you appointments.

The First 10 Seconds  3PM Central

If you do cold call, you have only about 10 seconds to grab your prospect’s attention.  If you can’t get their interest in 10 seconds, your call is going nowhere.  Learn 4 techniques to immediately grab and retain your prospect’s interest.  Learning to get your prospect’s interest will significantly improve your appointment setting ratio.

The PWWR Referral Generation System  5PM Central

Referrals are touted as the single best, most cost effective marketing method any salesperson has.  Yet few salespeople are successful at acquiring a large number of high quality referrals from clients.  Why?  Because what they’ve been taught about referrals doesn’t work.  They been taught to just “do a good job and ask for referrals.”  That’s about the worst advice you can get.  They’ve been taught that clients want to give referrals.  The truth is clients hate giving referrals and most salespeople know that and consequently don’t ask.  They’ve been taught getting referrals is a no brainer-just ask.  It isn’t-it requires understanding human nature and forming a process that conforms to the way clients think and respond and to their interests and goals, not the salesperson’s.

But referrals can be the most effective, highest ROI prospecting method you have.  You just can’t do it the way you’ve been taught.  Generating a large number of high quality referrals requires a disciplined, predictable, client centered process that prepares the client to give referrals, lets the client know why giving you referrals is in their best interests and that makes giving a large number of high quality referrals easy for the client.

Change your 2008 results on July 24.  Whether you want to learn how to be more effective at cold calling or you want to learn more effective prospecting methods, there’s a seminar for you.

Register for 1, 2 or all 3 seminars

Register for any individual seminar $67.00

Register for any two $114.00  and save 15% off individual registration fee

Register for all three $151.00  and save 25% off individual registration fee


1 Comment »

  1. Personally Ive always found sales, to be a hard thing to get into. But I know for a fact that it is getting tougher as of late, simply because i have a lot of friends and associates that have been telling me about their sales since September going lower and lower.

    I thought maybe it was the same sort of deal with Domain parking. Domain parking sites usually get less business around Sept-Dec, no one really seems to know why. But for whatever reason profits can go from %100 down to %20 and it really starts to take a toll.

    So I can understand sort of why sales for these other people are starting to go down. Sometimes you just have to go with it and hope it gets better. Or, come up with a new plan of attack.

    Thanks for the tips!

    Comment by Michelle — July 19, 2008 @ 9:23 pm | Reply

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