Sandler Training - Westlake, OH
Sales Concepts, Inc.
AUTHORIZED SANDLER TRAINING CENTER
"I listen better and I ask better questions. Questions that uncover the real issues."
-Steve Pettyjohn, President Quality Assist Consultants
Where Do Your Sales Come From?
Knowing where your sales come from is important for evaluating what you’re doing well and where you could improve. Think about where most of your sales come from.
Salespeople typically rely on three methods for finding new prospects: cold-calling, referrals and networking. Now imagine a triangle with each of these labeling one of the sides. Are your triangle’s sides completely even? Is the cold-calling leg of your triangle greater than the referrals? Could the networking leg be a little longer?
The more you balance and widen this triangle, the more prospects you’ll meet. It’s easy to put off cold calls (fear of rejection), skip networking events (“too busy”) or readily accept referrals that in the end aren’t good matches for your business. The method that works best for you will probably depend a little bit on your industry, and even more so on which you are most comfortable with.
To learn more about how to develop time-efficient and effective sales methods for widening your current prospecting system, call Sales Concepts at 440-575-7000.
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