PROSPECTING AND QUALIFYING
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Global Door-Knocking
Nothing takes the place of hands-on door-knocking.
Some RFP's Just Aren't Worth the Investment
Just because you receive an RFP doesn't mean you have to fulfill it. Sometimes, when the odds aren't in your favor, it's best to decline. Here are four scenarios to avoid.
Finding Your Ideal Customer
How do you know when you have a good customer? Creating a profile of your best customers can help you focus your sales energy on those accounts where you can most profitably build a long-term relationship.
Are You Visible?
Tips for making yourself more visible to your customers, from one of selling's greatest self-promoters,
Phrases I Hang Up On
Graham Denton discusses eight irritating phrases used by telemarketers which guarantee that they will lose his business.
The Query/Qualifier Letter
Develop an effective format for writing initial prospecting letters that serve as both a query and a qualifier.
When the Prospect Should Be "Disqualified"
This article advises you to avoid Buyer's Remorse by walking away from bad business.
Your Conceptual Sales Territory
Physically and conceptually broaden your sales territory by understanding where to look for prospects.
How the Bluebird Got Away
How to manage high-potential clients and make sure they do not get away.
Digging for a Match
There are almost limitless possibilities for contacting prospects and making sales. To get the most out of your limited time, focus on the prospects that are most likely to pay off in good business, and make a determination as to which ones have to go.