Professional sales training:
The sales meeting had just ended and Sam was hanging around until most everyone left. Tom the sales manager who conducted the meeting was gathering his paper work from the meeting. “Boss I have a question for you,” Sam said a little hesitantly.
“What’s up,” Tom responded with a smile.
“I know what you say about the importance of prospecting is true but I still find it a very difficult thing to do,” said Sam.
Tom responded, “I don’t understand, prospecting is a very fun part of sales. How are you doing it?”
Sam explained, “When I’m in a public place like a gas station or grocery store I simply walk up to people and ask if they want to buy a car. The people I approach are always not interested and many of them look at me like I’m crazy.”
Tom laughed, “Now I understand why prospecting is very difficult for you. Prospecting is so much simpler and easer than you are making it.
“Prospecting in my book is just three things. It is letting people know:
- Who you are
- Where you work and
- What you do for a living
- Where you work and
It is not going up to a total stranger in Wal-Mart and asking them if they want to buy a car.”
“But in a sales training class once a guy told us a story and that is how he did it,” Sam said in a puzzled tone.
“That approach may make for an interesting story but the real professional sales training programs don’t teach that high rejection rate approach,” Tom explained. “They use the almost no rejection prospecting approach which goes like this.
“Say you’re sitting at a ball game waiting for the game to start. And you turn to the person next to you and just start small talking. Then you say, ‘By the way I’m Tom Canfield.’ And then they will typically introduce themselves because you did it first.
“Then you say, ‘I sell cars for ABC Motors, what line of work are you in.’ Then they tell you.
“Next, one of two things typically happens.
“If they are in the market for a car they usually want to talk to you about it.
“If they don’t bring up the topic of cars you can simply ask them for their business card and give them one of yours. Then you put their information in your data base of prospects and now you have someone to follow up with in the future when they are ready to buy.
“You’ll make adjustments in this approach depending on the setting you’re in, but it is really a very simple and effective way to prospect,” Tom concluded.
With a look of relief Sam said, “Now those are prospecting sales tips I can do.”
Your professional sales training prospecting action item:
Casually tell one or two strangers a day: who you are, where you work, and what you do for a living and watch your customer base and sales grow.
David Nassief sales tips coach invites you to improve your sales with the free report “Selling Secrets of Top 5% Earning Salespeople” David’s site is http://www.phoenix-best-sales-jobs.com
Tags: sales manager, sales tips, sales training
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