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Prospecting for new business is a necessity. Our sales training workshops in Vancouver, Victoria, Edmonton and Calgary always drill this into the minds of Professional Salespeople. No one ever disagrees. In fact, when I ask the question “Who prospects for new business?” everyone’s hands go up. “Now keep your hand in the air if you have a specific prospecting strategy on paper and are following it.” When I ask the second question, very few hands are left. Your discipline in creating a prospecting strategy and following it will take your sales from average to great.
The last four months of the calendar year are all important to our sales training clients in Vancouver, Calgary, Edmonton and Toronto. We move from the late Summer into Fall and then into the drive for the Christmas retail season. If your company has a fiscal starting in September, making Q1 sets the pace for the year and missing it means playing catch-up in other quarters. The answer rests with sales activity. As a Salesperson, your ability to make many calls on decision makers that meet the ideal customer profile is the first step toward making targets. The second is your strategy with each call. Here’s a three step guide to ensure you have a great sales call every time.
In discussions with our sales training clients in Toronto, Vancouver and Edmonton, we have come to a realization. Sales success is easy to understand, yet challenging to achieve. We aren’t trying to land NASA’s Juno spacecraft on Jupiter. We are trying to understand our client’s needs and offer them solutions. Here are the three things that have to occur for you to increase your sales.
If you’re like many of our online sales training clients in Edmonton, Calgary, Vancouver and Victoria, you’re doing your best to deal with a challenging economy. Low commodity prices are having an impact in virtually every industry across Western Canada. If you’re a business owner, Sales Manager or Salesperson dealing with a sales slump, here’s what you can do to fight it.
Cold calling sucks! Maybe it’s because you suck at cold calling. OK, picking up the phone to attempt to book an appointment from a decision maker you’ve never met before is a scary thought. The expectation of constant rejection with low results discourages most Salespeople from making cold calling part of their regular routine. If this is how you feel, then this edition of the PROSALESGUY BLOG will give you what you need to be a new business machine this fall.
One of my sales training clients in Vancouver feels his Salespeople are not making the necessary commitment to cold calling. I have yet to witness a Sales Team that honestly claimed they exceeded their company’s expectations and were experts at reaching out to start new buying relationships. Stop procrastinating and start making cold calling one of your great strengths with these Five Steps.