Tags Posts tagged with "prospecting"

prospecting

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It is one thing to pick up the phone and prospect during normal times, and quite another during a recession or depression.

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While traditional cold calling has become more challenging, does this mean it no longer works? Avoid these five common mistakes.

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Not every prospect or lead makes a good client. You’ve likely heard of the 80/20 rule, also known as the Pareto principle.

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Let’s look at geographic farming. Your objective is to be first in mind when a homeowner is thinking of selling his or her home. Here are four things you need to do before starting your geographic farm.

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Salespeople always ask me what they should say when prospecting. I tell them the key is not what to say but what you ask.

video

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You may hate going to the mall like I do, but in this one-minute video, I suggest three ways you can look for prospects on your next shopping trip.

video

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Setting appointments is all about being confident and giving clients an alternative of choice. Bruce Keith outlines an easy two-step process for booking more appointments, at a time that fits your schedule.

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Did the number of cold calls you made result in a sale because you made the calls, or was there something else that made you successful?

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You can have all the right action steps that you need, but if you don’t have the right mindset that creates confidence, you won’t be able to implement those steps.

video

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Richard Robbins says, “If there’s no where, no when, no why, then you need to say good bye.” If you want to be productive, you must qualify your prospects.