On the very last day of class (for the last half dozen classes) I have been running a client development contest. My students have been going out prospecting. Armed with only paper and pen, they had to come back with a name and phone number of a potential client. They…
For those who are uninitiated, this is not a week to week business, but rather a year to date business. There are slow periods and there are highly productive periods. The trick is to level it all out. We need to make hay! ORGANIZED!!!!!! DISCIPLINE!!!! So, how many of you…
Client Development can be the single most important difference between a sales person who makes $35,000/yr and a top pro that makes $75,000 to $100,000+. Do you want to double your income? Wait for it……. Talk to twice as many people! It’s no great revelation! If you talk to 10…
With dealers and manufacturers spending over 21 Billion dollars (yep, that is the number) annually to put clients in front of salespeople, why then is everyone complaining that business is not what it should be? Traditional methods aren’t working Newspapers: Do you know that the average newspaper reader, in this…