Grant to start a small business

Sales Prospecting is the Most Important Skill©

Description:

All sales skills are important. The most important is the one you do the poorest. For most of us that is Prospecting. Here is a simple way to overcome that.

Content:

Those of us in commercial/industrial sales must use a variety of skills.

I have been a sales training consultant since 1978. One thing that virtually every sales person asks me at some time during our work together is, “which sales skill is most important?”

Now there is a common list of sales skills we all need:

Prospecting

Questioning

Features

Benefits

Objection Handling

Closing

Product information and several others.

My response is always the same. Every one of these skills is equally important in selling. The Most Important is the one skill which is your weakest!

That’s right, the one you do poorly or the least. The one skill that you should do more often and/or better becomes the most important.

And guess which one that is for most sales professionals? Prospecting. Yes, the skill that allows us to use all those other skills. Without Prospecting we don’t have enough people on which we can use our sales technique skills.

That is why we developed our Blitz Call® prospecting system (www.BlitzCall.com). When we are in the field and come to a good Prospect or potential Prospect, why not stop. Yes, Fact to Face Prospecting can be very rewarding.

Remember, it takes a minimum of 4 calls to make a sale. Therefore, your first call should be a Blitz Call – a pure Prospecting call, not a sales call. Your objective with a Blitz Call is simply to get an appointment for the 2nd call. I suggest that a typical Blitz Call should take less than 4 minutes, including parking the car.

Just think, if you made 3 Blitz Calls on Monday, Wednesday, and Friday that would be 9 a week. If you are in the field 40 weeks this year that would be 360 Prospecting calls. How would that change your life?

The Blitz Call system has tracking and follow up methods to get you to those next 3 calls.

So now you can make Sales Prospecting, NOT the most important skill.

Sell Well and Often

Bill Truax

© Copyright 2007 WJ Truax

Author: William Truax

About Author:

Bill Truax is a sales training consultant living outside Cleveland, OH. He has 3 books, 2 CD’s, seminars, and workshops on Prospecting and Making Cold Calls. Visit www.BlitzCall.com for product and contact information.

---

Random related phrase:

grant to start a small business

Misspelled random related phrase:

ggrant to start a small business, rant to start a small business, grrant to start a small business, gant to start a small business, graant to start a small business, grnt to start a small business, grannt to start a small business, grat to start a small business, grantt to start a small business, gran to start a small business, grant to start a small business, grantto start a small business, grant tto start a small business, grant o start a small business, grant too start a small business, grant t start a small business, grant to start a small business, grant tostart a small business, grant to sstart a small business, grant to tart a small business, grant to sttart a small business, grant to sart a small business, grant to staart a small business, grant to strt a small business, grant to starrt a small business, grant to stat a small business, grant to startt a small business, grant to star a small business, grant to start a small business, grant to starta small business, grant to start aa small business, grant to start small business, grant to start a small business, grant to start asmall business, grant to start a ssmall business, grant to start a mall business, grant to start a smmall business, grant to start a sall business, grant to start a smaall business, grant to start a smll business, grant to start a smalll business, grant to start a smal business, grant to start a smalll business, grant to start a smal business, grant to start a small business, grant to start a smallbusiness, grant to start a small bbusiness, grant to start a small usiness, grant to start a small buusiness, grant to start a small bsiness, grant to start a small bussiness, grant to start a small buiness, grant to start a small busiiness, grant to start a small busness, grant to start a small businness, grant to start a small busiess, grant to start a small busineess, grant to start a small businss, grant to start a small businesss, grant to start a small busines, grant to start a small businesss, grant to start a small busines