Mark Hunter is here to talk about sales. His new book: High Profit Prospecting, and his best seller give him the credibility that you need to listen in, take notes. We dove right in.
If you have to discount the price to close the deal, that means you are prospecting the wrong people. You can't make a WalMart shopper into a Nordstrom Customer.
Social Media without Social Community is Social Stupidity. It's a conduit. You must have something to share that is of value.
Think about this, too - how to leave an 8-11 second voice mail message. Stop embarrassing yourself.
Matt reminds us that phone and email are NOT dead. The phone is the most valuable tool he uses.
Stop being afraid to prospect and defaulting to social media. Don't hide behind social posts, tweets, likes, and emoticons. PICK UP THE TELEPHONE. It's an amazing tool when used right. You should learn one piece of information about them in the first call and begin to engage them.
Do you have call or prospecting reluctance?
Why? You don't have to close them in the first call. Your objective is to earn the right, privilege and respect to be able to call them again. COLD calling is dead. NOT CALLING, COLD CALLING is dead. You need to know something about them, their industry, their pain.
There are valuable tips in this episode, questions you need to ask yourself and your reps.