This week on Salesopedia we hear from some experts on prospecting, the critical component to success.
The opening article “7 Cold Call Opening Statements From Hell” by Jim Domanski looks at common opening statements that are sure to send you in the wrong direction. As he puts it, “If you don’t nail the opener and get the prospect’s attention, you needn’t worry about the rest of the call. In short, you can’t afford to make a mistake.”
Dave Kahle contibutes “Nurturing Prospect Opportunities” You have made a call or two on a prospect, qualified them, and rate them as high potential. The problem is they don’t have an opportunity at the moment. Lots of potential, but it’s all down the road a bit. Your challenge is to maintain contact so that when they do have an opportunity, you have a chance at it. Sound familiar?
More on “What NOT to Say in Your Opening Value Statement” from Michael Pedone. He provides a common example of an opening value statement that often leads to failure, and what you can said to avoid it.
Kendra Lee contributes the fourth article “How to Avoid Becoming a Digital Prospecting Lemming” She says this strategy absolutely works, a personal letter causes you to stand out in a crowd of digital lemmings – especially in an over-competitive, reluctant marketplace.
Our featured left panel article this week is a popular one on Salesopedia. It comes again from one of our experts on this topic, Kenda Lee. Don’t miss her “The Prospecting Dilemma“.