As we head into the fourth and final quarter of 2019, there’s going to be a huge push to get EVERY drop of business, in the bank, BEFORE year end!
Our focus in the months ahead will become closing deals and there’s nothing wrong with that, right?
Think again!!!
Many sales reps take a bullet in the fourth quarter that ends up killing them in the first quarter of the new year!
How?
Well if you’re putting ALL your efforts into CLOSING, there’s a tendency to abandon your prospecting efforts.
In other words;
A Reduction In Pipeline (You know, because you’re closing those accounts) + No New Opportunities In Third Quarter (You know, because you’re too busy closing) = A Sh*tty First Quarter!
Most reps won’t realize this because they’ll be so caught up in “year end”!
Other reps realize this (like you, right now) but refuse to take action because they prefer to focus on what’s right in front of them, NOW!
Sales Managers: Make sure that your reps are keeping a regular prospecting schedule during the months ahead.
When you have your “one on ones” don’t let them off the hook when they tell you that they aren’t prospecting because they’re focusing on wrapping up their pending deals!
Oh, and make sure that YOU’RE not contributing to the problem by over emphasizing closing in the months ahead!
So by all means, get out there and close every drop of business so you finish the year strong, but;
Make sure you’re creating new opportunities too!
Here’s Something That Can Help;
I put together a Prospecting Download to help you get in front of New Opportunities!
Here’s what we cover;
30 ways to find potential clients who have a higher probability of needing what you sell TODAY.
How to research quickly and efficiently so it doesn’t become your life’s work.
33 ways to approach a potential client.
3 ways to dramatically increase the probability of someone taking your call instead of letting it go to voicemail.
Creating a prospecting cadence that maximizes exposure, while limiting something experts refer to as “Becoming a pain in the ass”.
15 email templates that get opened, read and responded to.
How to embrace a “gatekeeper” as a partner vs some cranky keeper of the gate!
How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.
12 ways to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!
A 3 step formula for responding to 95% of the objections you get on a regular basis.
3 really cool tactics to use when someone asks you to send them information.
4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.
Here’s What You’ll Get;
(2) 90 minute sessions with over 75 ideas to dramatically improve your prospecting efforts!
(2) Sets of worksheets (one for each session)
15 email templates
1 opening statement template
4 voicemail templates
Email access to me to answer any course related questions
Go At Your Own Pace!
Since this is a download, there aren’t any set times you need to show up for class. View it at your leisure and go at your own pace. I won’t tell anyone!
What’s The Investment?
$199
Click HERE to download it NOW!
