if you’re targeting a single prospect, you can expect to make five
seven attempts over several weeks or months before you nail down that
But it doesn't have to be that way. Winning
at Prospecting provides new ammunition to help you beat
those odds and convert more cold prospects into qualified appointments
and warm new customers in less time.
Winning at Prospecting gives
you 66 proven techniques used
by the best new-business
developers to beat the odds . . .
financial services sales manager told us that his sales team members
set one appointment for every 2.3 prospects they spoke to after
applying the techniques in this book. 23 calls to book 10 appointments
versus a more typical yield in his industry of 67 calls. Nearly
a 3:1 productivity difference!
Nick Miller—author of The Sales Accelerator
and President of Clarity Advantage—has helped dozens of sales organizations
in leading companies crank up their prospecting performance.
Here are a few of the business-building techniques you’ll
learn in Winning at Prospecting:
- Three types of questions to build trust and communicate
interest in your prospect and his/her company. (See page 60.)
- How to select the actual benefits your prospects want to buy. (See
- How to present those benefits with more power and clarity. (See page
- How to dig out your prospects’ decision criteria to build a
relationship and gain their business. (See page 80)
- What to say when your prospects take your ideas to their current providers.
(See page 75)
Winning at Prospecting gives you examples that
make it easy to apply every one of the 66 techniques to your own situation
. . .
Here’s one to catch prospects’ attention fast when introducing
mingling with others. Someone turns to you and says, “Hello,
I'm Fred Smith from the Amoximated Company. What do you do?”
You don't know Fred, you don't know what's important to him or what
he's listening for. How do you respond?
(1) “Hello. Fred, I'm a senior relationship manager at ABC
Company based here in the city. I manage our major account relationships
in the consumer packaging industry. I work with a team of people
who bring expertise from several important financial and technical
disciplines to help our clients manufacture more efficiently.”
Or . . .
(2) “Hello, Fred. I work at ABC Company. I help consumer
packaging companies reduce manufacturing costs five to ten percent.”
first one is an EFFORT description —
a job title and job description, bland, passive, pabulum. The second
one is a RESULT — crisp, unapologetic,
provocative. If Fred wants more discussion, the starting line is
bold and clear.
Listen, next time you're mixing with others. What do you hear? Effort
Here’s another for selling Quazipost's (fictional
company) online postal services. It demonstrates how to grab your prospect’s
attention by adding interest and value to your prospecting
. . whether you're making a phone call or sending a fax or email,
give your prospect something to work with: you need to express something
that's INTERESTING, VALUABLE, or both (interesting and valuable
is really good).
Here's an example:
80% of my clients pay 15% too much postage. We save typical customers
$30 a month . . . a nice lunch out.
Try Quazipost for three months. If you don't save $30, send Quazipost
back and I'll send you lunch. (You can eat while you stand in line
at the Post Office.)
Click “Free Lunch” at our Web site. Register to receive
“18 Easy Ways to Drive Postal Workers Nuts” (a free,
handy pamphlet), and I'll call to begin your trial period.”
Apply any one of these techniques consistently and routinely
and look for an immediate incremental increase in prospecting results.
Download Winning at Prospecting
Here's to your prospecting success,
Clarity Advantage Corporation
P.S. Attention Sales
Winning at Prospecting makes a great training
tool for developing the prospecting skills of your team. Contact
us for volume pricing.
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doors to more
selling opportunities than you ever imagined!
odds working in
your favor today!
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