Vol. 9 No. 2 June, 2007 - "Creating Truly Qualified Leads (to Avoid Annoying Cold Calls)" – Part 2 of 2
Feel free to pass this along if it can help others.
A Roadmap to Sales Success
 |
|
News Flash: Some customers think
"cold calls" are stagnant hot air!
Oh! You knew that?
Below are some ways to put a refreshing cool breeze behind your prospecting! |
|
|
|
|
|
| |
| To unsubscribe, see the bottom of this email. |
| |
|
|
Ask your Sales Partner:
Submit questions to:
info@salespartnersinc.com
|
|
Sid asks: "Should I never make cold calls?"
SP: "Never say never. There are many times when a cold call can be useful - one example might be if you discover some new prospects right next door to your current appointment."
|
| |
|
|
 About the "Roadmap..."
Each issue of the "Roadmap to Sales Success" will contain items of interest to the business community.
This month's topic is:
"Creating Truly Qualified Leads
(to Avoid Annoying Cold
Calls.)" – Part 2 of 2
What is a "Qualified Lead?"
Some thoughts on this can be found at:
http://www.jvminc.com/qualified.cfm
Let's get right to it: sometimes it IS necessary to make
cold calls; for instance:
- The Sales Manager tells you to.
- You ran out of appointments/referrals.
- You need practice with your opening.
- You just feel like aggravating someone.
For most other occasions, it's better to spend time
developing qualified leads.
"The focus of every sales department should not be
sales leads but qualified sales leads."
- - Intelligent Sales Solutions (UK) |
|
This Month's Sales Tip …
"A solid recommendation is worth more than a hundred cold calls." – –Joyce’s Law #4
PLAN AHEAD
Upcoming Events Involving Sales Partners:
May 24, 2007
June 7, 2007
June 21, 2007
July 12, 2007
|
– |
Wake Technical
Community College -
Cary
6:30 - 9:30 pm
"Planning the
Entrepreneurial
Venture" Series
|
| June 14, 2007 |
– |
Knightdale Chamber
Business Expo
'07
3:00 - 4:00 pm
"Effectiveness Can Be
Habit-Forming" |
| Sept. 22, 2007 |
– |
Wake Technical
Community College –
Cary
(SCORE)
8:00 – 9:00 a.m.
"Sales for
People Who
Don’t Like to Sell" |
Please see:
www.salespartnersinc.com for details |
|
| |
|
|
Vol. 9 No. 2 June, 2007 - "Creating Truly Qualified Leads (to Avoid Annoying Cold Calls)" - Part 2 of 2
Many times we hear sales people say, "I just can't make the right contacts - even for referrals." Ever hear of "Six Degrees of Separation?" This theory says that "... everyone is no more than six "steps" away from each person on Earth." - - Wikipedia
If that's the case, how many people separate you from the decision-makers for your offerings? I mean, if you know the President of your local Chamber of Commerce, the chances are that he/she may know the Governor of your state.
So, you're one degree of separation away from that person! (And the Governor probably knows the President of the U.S., so you're only 2 degrees away from that individual!!
If your really want to connect with decision-makers, think about who might they know, who should they know, who do you know that might be helpful in meeting key people?
If you've been following along, then you've seen that there are resources available to help you identify and qualify prospects. This writer is especially fond of "networking" and referrals. Why? Because it easier, faster, and allows for the opportunity to open up ever more avenues. Plus, it allows you to "test" how people really perceive you.
If your contacts believe that you are an ethical and honorable person,
* who will bring something of value "to the table", they will not hesitate to introduce/refer you.
* Please see "The Best Sales Tools? Your Personal Principles and Values!" - - "Roadmap" April 2007 http://www.salestraininginc.com/newsletter/2007/April/
Other useful source of "Creating Truly Qualified Leads (to Avoid Annoying Cold Calls)" are:
- The 5-part "Roadmap" series on "C-Level Sales Consulting", beginning with: http://www.salestraininginc.com/newsletter/2005/july/
- "Understanding Buyer Behavior" - - Sell Your Way to Success Chapter 8 http://www.arundel.co.uk/SYWTS/sschap8.htm (Be prepared for the "Queen's English" here!)
- Book - "How to Sell Against Competition" by John Fenton (Might be difficult to get, but worth it!)
("Queen's English" again!)
- Book - "Selling to Vito" by Tony Parinello, Adams Media, 1993, 1999
- Qualified branding, marketing, and PR firms which will actually produce results, such as
http://www.holycowbranding.com/
Be on the lookout for the next issue of "Roadmap" where we'll begin a new series on:
"How to Improve Sales OVERNIGHT!"
Or, if you need assistance sooner, please contact us at: info@salespartnersinc.com
Until then, Good Selling!
Please note: We offer this article on a nonexclusive basis. You may reprint or repost this material as long as Sales Partners' name and contact information is included: info@salespartnersinc.com /
http://www.salespartnersinc.com |
| |
|
|
Helpful Hints this month:
Want to help show appreciation to the people who have ensured your freedoms? Then go to:
http://www.ncveteransfreedompark.com/
foundationfunding.htm
Like to have a firm that achieves results in promoting your business? Please see:
http://www.holycowbranding.com
Need help expanding/protecting your I.T. environment?
See the solutions folks at:
http://www.msystemsintl.com
And, of course, to improve your sales situation,
please see: SALES PARTNERS, INC.SM
www.salespartnersinc.com |
|
SALES PARTNERS, INC. SM
Sales Management, Coaching, Training and Consulting to help companies and individuals:
- Grow Revenue
- Improve Sales Productivity
- Enhance Customer Relationships
Submit your questions/comments to:
info@salespartnersinc.com
Subscribe to the "Roadmap …"
|
Newsletter conceived and designed by www.webdesignstudio.com.
You received this email because you opted to receive this Sales Partners, Inc Mailer through one of our valued partners or by subscribing through www.salestraininginc.com. If you believe you received this message in error or would no longer like to receive regular sales tips, please send an e-mail to info@salestraininginc.com with “unsubscribe” in the “Subject” line. |
|
|
|