Prospecting

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:

  1. Pick up the paper everyday.
  2. Take 30 minutes to call on various classified ads.
  3. Take notes on the seller’s good (used cars work best for me).
  4. Take notes on the seller’s situation (Why do they want to sell this car?).
  5. Mention your job title.
  6. Try to set a time to meet with the seller.
  7. 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

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