purposes only.

Second, it will take a minimum of 4 calls to make a sale on a Prospect, so you must establish a follow up system for each one.

Third, since most sales are made after the 4th call and most sales people quit after 2, you will quickly outperform your competitors.

Now here is one thing I

The one aspect of selling that all of us seem to hate is Prospecting. It is easy to visit with customers or even with folks with whom we have a relationship other than that of a customer. But when it comes to Prospecting, we come up with the greatest reasons as to why we don’t have time.

Yet, the only way to significantly grow our business, increase our incomes, grow our customer base, is by Prospecting. That is “calling on people and companies we don’t know with the intent of making them customers.”

So we know we need to Prospect, but we hate to do it. As a salesman for 35 years I have come up with many ways to Prospect without really prospecting. One way is mailings. That is actually an effort to get more customers, but it seldom yields any benefit.

Another way is networking. What a great buzzword. Networking can actually yield results, but when you look at it, networkingis really Prospecting, just done another, more indirect way.

It is much easier to simply make what I call BLITZ CALL®s. Our system for Prospecting addresses several basic facts about selling in the commercial/industrial market place.

First, prospects don’t buy on the first call, so don’t try to make it a sales call, it should be for introductory purposes only.

Second, it will take a minimum of 4 calls to make a sale on a Prospect, so you must establish a follow up system for each one.

Third, since most sales are made after the 4th call and most sales people quit after 2, you will quickly outperform your competitors.

Now here is one thing I h

significantly grow our business, increase our incomes, grow our customer base, is by Prospecting. That is “calling on people and companies we don’t know with the intent of making them customers.”

So we know we need to Prospect, but we hate to do it. As a salesman for 35 years I have come up with many ways to Prospect without really prospecting. One way is mailings. That is actually an effort to get more customers, but it seldom yields any benefit.

Another way is networking. What a great buzzword. Networking can actually yield results, but when you look at it, networkingis really Prospecting, just done another, more indirect way.

It is much easier to simply make what I call BLITZ CALL®s. Our system for Prospecting addresses several basic facts about selling in the commercial/industrial market place.

First, prospects don’t buy on the first call, so don’t try to make it a sales call, it should be for introductory purposes only.

Second, it will take a minimum of 4 calls to make a sale on a Prospect, so you must establish a follow up system for each one.

Third, since most sales are made after the 4th call and most sales people quit after 2, you will quickly outperform your competitors.

Now here is one thing I

rospect without really prospecting. One way is mailings. That is actually an effort to get more customers, but it seldom yields any benefit.

Another way is networking. What a great buzzword. Networking can actually yield results, but when you look at it, networkingis really Prospecting, just done another, more indirect way.

It is much easier to simply make what I call BLITZ CALL®s. Our system for Prospecting addresses several basic facts about selling in the commercial/industrial market place.

First, prospects don’t buy on the first call, so don’t try to make it a sales call, it should be for introductory purposes only.

Second, it will take a minimum of 4 calls to make a sale on a Prospect, so you must establish a follow up system for each one.

Third, since most sales are made after the 4th call and most sales people quit after 2, you will quickly outperform your competitors.

Now here is one thing I

re indirect way.

It is much easier to simply make what I call BLITZ CALL®s. Our system for Prospecting addresses several basic facts about selling in the commercial/industrial market place.

First, prospects don’t buy on the first call, so don’t try to make it a sales call, it should be for introductory purposes only.

Second, it will take a minimum of 4 calls to make a sale on a Prospect, so you must establish a follow up system for each one.

Third, since most sales are made after the 4th call and most sales people quit after 2, you will quickly outperform your competitors.

Now here is one thing I

purposes only.

Second, it will take a minimum of 4 calls to make a sale on a Prospect, so you must establish a follow up system for each one.

Third, since most sales are made after the 4th call and most sales people quit after 2, you will quickly outperform your competitors.

Now here is one thing I have found to be most effective, even in the 21st century. Face to face Blitz Calling is still the best method for the field sales professional.

If you are in the field and driving past a Prospect, stop in and make a Blitz Call. You may actually get to meet the Prospect. If not, you can do some “field intelligence” on the company. (If you simply make a phone call and get voice mail, what have you learned?)

Look at their facility, what condition is the parking lot, the lobby, the grounds? What kind of vehicles are in the lot and is there the right number for the size of the facility. (A big plant with only a few cars may mean they are in trouble). Is there lobby welcoming, clean, up to date? Is there a receptionist, if so, she/he may be a good source of information about the company if you can’t get to your Prospect.

If they have a phone in the lobby, make a Blitz Call over the phone to the Prospect, he may come out to meet you. We get this a lot.

These things can tell you a lot about the company and people with whom you will be dealing.

I spend a lot of time in the field working with salesman one on one making Blitz Calls. We make a lot of calls in a day. Some get us only information, but we get to see Prospects more