Category: Tactics – Getting to 1st Base (Appointments)

Getting Your Prospects’ Attention

Last night my wife and I attended “The Drowsy Chaperone”, a musical comedy from which I can provide a strong lesson for salespeople. The show starts off with the “man in the chair” saying something like, “I know, you hope the show will be good” and “you probably hope it doesn’t run too long” and “you hope it’s going to be funny”.

Sales is Like an Obstacle Course

If you sell, then you encounter obstacles every step of the way. There are the prospects you can’t get through to, the same ones who don’t return your calls, and those who offer so much resistance that the obstacle appears to be more like a road block than an obstacle.