“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 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 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 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 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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personally authored by Jeff Beals delivered to you every week designed to keep you on the cutting edge of the sales profession.
The Ideal Order of ProspectingSeptember 25, 2020
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