Every name and every phone number should be an opportunity. Did you know that you can use the classifieds as a prospecting tool? You just have to talk and listen (more effective: listen then talk).
Goal: Increase my sales calls by 10 per month.
Action plan:
- Pick up the paper everyday.
- Take 30 minutes to call on various classified ads.
- Take notes on the seller’s good (used cars work best for me).
- Take notes on the seller’s situation (Why do they want to sell this car?).
- Mention your job title.
- Try to set a time to meet with the seller.
- When meeting with seller ask for an interview (sales call).
That’s all I have for today. Let me know if this works for you. I’m off to pick up the paper.
Until next time…
Keith Porterfield
a Student of Sales
