Category:
How Much Is It Costing You To Make A Sale?
August 28, 2007
This week I will continue with the subject of referrals and how to get them.
Firstly I would like to look at the cost of sales calls in relation to the total cost of making a sale. These costs are the costs incurred by the company to make a sale. These include [...]
How Are You Prospecting For Referrals?
August 20, 2007
We have been looking at the reasons cold calling is no longer a useful process for generating new prospects.
Some interesting statistics relating to prospecting from a US Survey:
98% of salespeople do not have a consistent methodology for prospecting
95% talk too much
93% volunteer a price decrease without being asked
86% ask the wrong questions
87% of sales enquiries [...]
Is Call Reluctance Costing You Sales?
August 3, 2007
I received some very constructive feedback on my last article stating a case for cold calling. One writer’s comments were that he believed cold calling to be the most effective form of prospecting for his business all be it hard, slow and expensive!
I have to agree that in his particular business a certain amount [...]