Prospecting 2.0 Burn the Ships!

Date October 26, 2009

tallshipBurn the Ships!

Are you seeing a decline in your prospecting results?   Maybe its because you’re not keeping up with the times. Across the board traditional forms of prospecting are loosing their effectiveness.   It might be time to abandon the old methods and move on to new ones.

When Spanish Conquistador Hernando Cortez landed in Mexico, one of his first orders to his men was to burn the ships. In this episode of the SalesRoudup Joe and Mike talk about new ways to prospect and encourage you to “burn the ships” when it comes to doing the same old thing.

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This week Guest Interview… Mark Pollard, VP Altus Learning Systems

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This week’s post on the SalesActionPlan Blog:

Overcoming the Four Top
Pricing Objections in a Complex Sale

The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections

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