The brain is a funny thing in that it; Keeps us away from the things that make us uncomfortable; You know, like prospecting during a pandemic. So it redirects your focus over to other things like; Updating your CRM, completing those TPS Reports, and other administrative tasks. It tells you that you should be spending … continue reading »

A few days back I announced a special, online resource to help you prospect during Covid-19. I loaded it with extras like templates and call scripts and; I even put a special, 1 price trains your whole team price on that mother! So if you have 5 reps, 50 reps, 5,000 sales reps; You can … continue reading »

On Sunday evening I sent out a FREE audio sales lesson that’s incredibly timely considering everything we’re going through trying to prospect right now. Did you invest the time to listen to it? If you didn’t, here it is again. 100 PROSPECTING TIPS AND TACTICS Going to be sharing over 100 prospecting tips and tactics … continue reading »

When we talk about “call bursts” in prospecting, we are referring to a predetermined number of consecutive calls we are going to make before setting the activity aside for a bit. So the “burst”, in this context, is really referring to the number of consecutive calls. From a productivity standpoint this is a fantastic approach, … continue reading »

I don’t know about you, but there’s been some confusion as to who’s open and who’s not when it comes to many of the businesses out by me, and; I’ve also found that when you “Google” them, you can’t go by their hours of operation and “open” indicator. So what do you do? You keep … continue reading »

In what ways have you modified your prospecting cadence to be appropriate for the Covid-19 outbreak? Just to be clear, I’m asking you if you’ve modified the 5 components of your prospecting cadence, which include; Your Message The Vehicle (s) That You Use (Phone, Email, Snail Mail, Text, Drop In, Drop Off, Warm Intro From … continue reading »

I just got back from a trip to the grocery store and you know what I saw out there? A line that would blow your mind at the Starbucks I passed! When I told my daughter about it, she told me that she waited on one of those lines (at a different Starbucks) the other … continue reading »

Yesterday was nuts for me because something completely unexpected happened. I launched our How To Prospect In The Weeks Ahead course and the amount of enrollments were insane to say the least. Launch day is always a good day for me, but I’ve never seen anything like this. On one hand that’s good, and I’m … continue reading »

There are many of you who feel that prospecting, right now, is inappropriate. There are others who are going WAY over the top with their outreach. Guess what? There’s a middle of the road approach and I call it; “One Off/One One Messaging” And its so simple, you can start immediately! Here’s how it works. … continue reading »

The big question right now is this; “What should my sales messaging look like at a time like this?” I mean, we want to kind. We want to be sensitive. We want to help! So what can we say that’s appropriate and; As a bonus, actually help us stand out during a time like this? … continue reading »