I have to say up-front that much of my prospecting was easy in my sales career. I mostly sold specialty chemicals. So, I would get info on a new product often with recommended users i.e. types of manufacturers that could use the product. Then, all I had to do was go into the phone book to see who made that product.
What, I did do whenever I was face-to-face with a prospect was stay alert to opportunities to sell them other products (other than the one I was there to discuss with them that day). This made me many additional sales.
But, I'm not sure how helpful this is in your situation.
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