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  #21  
Old 03-10-2012, 03:04 AM
PatrickBMorin PatrickBMorin is offline
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Location: Richmond, VA
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Default Sales goals

When given your sales quotas of for the year, calculate what achieving them means to you financially. It ties your company's goal with your own and makes it easier to stay focused on achievement.
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  #22  
Old 03-10-2012, 03:21 AM
PatrickBMorin PatrickBMorin is offline
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Default Cold calling schedules

When cold calling by telephone, change up the times that you do it to test success rates. For example, cold call M-W-F from 9 to 10 and Tuesday/Thursday from 4 - 5 PM one full week. The following week cold call M-W-F from 4-5 and Tuesday Thursday from 9-10AM. You'll find that by varying the times you'll improve your success rate and not be so predictable with gatekeepers.
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  #23  
Old 03-10-2012, 04:04 AM
PatrickBMorin PatrickBMorin is offline
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Default Truth Chart

A truth chart lists your clients down the left side of a spreadsheet and your products across the top. Place a check mark in any box where a client is buying that product. Any UNCHECKED box indicates potential opportunity or, "the truth" about your penetration. Estimate possible volume, multiple by pricing to arrive at how much potential revenue might still lie within these current accounts.
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  #24  
Old 03-22-2012, 05:12 AM
PatrickBMorin PatrickBMorin is offline
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Default Questioning Skills: AS IS

"As Is" questions are any that determine the prospects CURRENT circumstance:

"What product are you currently using?"
"Why did you chose it?"
"What is the biggest problem you're currently facing?"

Ask these early in the questioning process because they are easy to answer and build up trust. They also give you a solid picture of the client's situation.
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  #25  
Old 03-22-2012, 12:08 PM
PatrickBMorin PatrickBMorin is offline
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Default Questioning Skills: "Should Be"

"Should Be" questions are those that put the prospect in a future state.

"Describe the optimal situation."
"What would you change about your relationship with your current vendor?"
"What billing structure would be best for you?"

Use "should be" questions LATER in the questioning flow.
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