by Jeff Beals | Jul 5, 2019 | Professional Skill Development, Prospecting
“Telephone prospecting is a waste of time, because all I ever do is leave voicemails. Nobody ever answers the phone.” That’s what a sales rep told me last week during one of my workshops. His comment was not unique. I hear those words all the time. Few topics in the...
by Jeff Beals | May 12, 2019 | Prospecting, Referrals
By Jeff Beals What’s the most efficient form of prospecting? Referrals. In an era when buyers are jealously protective of their time, a referral from a trusted source is your admission ticket. The higher up a prospect is in a company, the more important referrals are....
by Jeff Beals | May 6, 2019 | Closing Sales & Overcoming Objections, General Sales Topics, Sales Motiviation
By Jeff Beals It happens to all of us – a prospective client, one you’re sure is going to end up purchasing from you, suddenly goes inexplicably dark. Prospects have been going dark since the sales profession’s very beginning. It’s a common problem, but it...
by Jeff Beals | Apr 5, 2019 | Closing Sales & Overcoming Objections, General Sales Topics, Sales Motiviation
By Jeff Beals I was talking with my brother-in-law last week, and he shared an experience he had at a local chapter meeting of the National Association of Insurance and Financial Advisors. An insurance executive was delivering a speech about sales success. ...
by Jeff Beals | Dec 18, 2018 | Personal Branding & Networking, Professional Skill Development
By Jeff Beals While preparing to go to a networking event, have you ever worried, “What if I don’t know anyone?” It’s a common concern, but knowing nobody at a networking event is actually a blessing if you have the right attitude. Not knowing anyone forces you to use...
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