A key step in prospecting, after finally getting through the guardians to a decision maker, is to generate a strong emotional grabber in the first of 30 seconds via a strong, compelling, Value Statement. The decision-maker is all of: very busy and distracted; cannot get other things done while on the call; is sold to all […]
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When your prospector finally gets to the decision maker via social media and phone contacting (both are needed for a “P2P” (People to People) sale, or at an event you want to avoid the very bad “no interest” response. How is the question? Getting through is hard enough, so getting a return on the effort […]
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In today’s virtual world of noise, how do you uncover more “gold” (i.e., prospects) to fuel your business? “Thar’s Gold em them thar hills!” That’s what the miners would say during the 1849 Dahlonega, GA gold rush. The miners would look for rust colored ore on the rock walls of the mines. Once they found […]
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