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Prospecting Goldmine

This product was added to our catalog on Tuesday 30 January, 2007.

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$11.99

From a ‘high-altitude’ perspective, there are only 3 parts to any selling process. Prospecting, Presenting, and Closing. And of the 3 parts in this process, what do you think is the most critical?

If you think about it, it’s pretty simple. Prospecting, or as I like to term it, ‘Opportunity creation’, is most important. Because if you don’t generate enough new opportunities routinely, you won’t have enough ‘At bats’ for presenting and closing, and that leads to some embarrassing results come month end. Some term it as the ‘Roller Coaster Effect.’ Conversely, here’s another way to look at it.

If you double your new appointments, you will double your revenue, regardless of your closing ratio.

This sales skill improvement book will show you the components to become ‘A Master of Prospecting.”

Learn why your competitors:

Need to have 12-20 prospect conversations to get 1 or 2 sales appointments
Spend 50% of their time on prospecting and still come up short
Settle for a ‘bottom-up’ sales prospecting approach versus a ‘Top-down’
Don’t know how to run their sales business ‘On a napkin’ with 5 simple performance numbers
Fail to measure or train to the most important sales competency; their personal ‘Conversation-to-appointment’ ratio
Don’t have a 5-minute process to raise closing ratios and improve their sales appointment setting skills with C-level executives

Learn ways to increase sales results and spend less time doing it through:

Identifying ‘Bird Dogs and ‘Natural marriages’
Turning a disgruntled customer into a ‘Bump in the road’ referral
Developing a ‘Return on Investment’ referral program
Selling yourself as a ‘member benefit’ to local Chambers without giving them commissions

As a VP of sales for (3) consecutive sales organizations, Jeff Hardesty implemented sales processes and supporting tools to achieve an average of 172% sales unit increase in the 1st year of implementation. ‘Prospecting Goldmine’ will show you how he did it and tell you how you can build your own playing field to do the same.

Available Options:
Version:

ALL ORDERS ARE SECURE

And Receive (1) Complimentary X2 Scenario Buster Audio session:
Effective Sales Objection Communication for Setting ‘Top-Down’ Business Appointments

Sales Prospecting Training Effective Sales Interviews