[To comment: larry at larrylitwin dot com]
This and nearly 300 other Tips and Techniques are in the new More ABCs of Strategic Communication – AuthorHouse, July 2015 – just published. Email Larry for details.
Many salespeople are wondering about the best way to go after new business. The prevailing wisdom is that you have to develop a cold list, start from scratch and build your business that way. This is so far from the truth that it’s laughable. An unqualified list will yield two to three appointments out of a hundred approaches. A referred list, when called by a professional salesperson, can yield initial appointments at the rate of 25 per 100 approaches–sometimes even more.That raises the question: Why don’t we leverage referral prospecting as much as we should?
Warren Wechsler’s Total Selling Times – Fairfield, Iowa
[To comment: larry at larrylitwin dot com]