Now that we’re well underway in 2009, we thought it helpful to take more questions from our listening audience.
Question #1: How to change your mindset to get into prospecting mode. New business development is critical this year. So Bill and Bryan talk about this.
Also, if you had trouble downloading the “2009 Sales Competencies” e-book, then go to http://www.2009salescompetencies.com and you can download it there.
{ 2 comments… read them below or add one }
Hi there Bill and Brian,
I have a questions and could not find the proper way to ask on the site.
#1. I am an inside sales rep for the communications company i work for. I cold call customers and sell them one product only. It’s not something they absolutley need for there home, is there any suggestions you could give me for selling a product like that.
Hi Brenden,
We’ll address that on future podcasts. Thanks for your question. I suspect there is some problem your product solves for the homeowner. It might be one they know they have–or maybe one they don’t know they have. At any rate, it’s your responsibility as a sales professional to make a list of those “problems solved.” Talk to your tech people–your other sales people–customer service–or even, customers. Then approach your prospects telling them you have a problem solving device–and you were wondering if they’d be open to talking. Try this and we’ll tackle the rest later.