Stop making plans. Start making calls.
I realize that the planning process is something that every business MUST go through–as should every sales professionals.
But, too often, the planning process gives way to INACTION. Recently, I had an experience with a client who had done a wonderful job plannning out the sales process–configuring the internal team to make the process hum–and pre-diagnosing the prospect’s pain prior to calling.
But they weren’t making the calls.
My Suggestion
On this brief podcast, you’ll hear what I recommended as a script for that call. Now, remember this call is to a person (suspect) where there is no prior relationship (not my favorite call, but someone has to still make it).
