Drop and Give Me 5 Prospecting Exercises
Exercise #4 (30 minutes)
Write a strategy for overcoming your top three prospecting barriers. Send me your strategies. Believe it or not, I will comment on them, give you a letter grade and mention your name in my Printing Impressions column and then you will be famous, or maybe infamous.
Exercise #5 (30 minutes)
Write two prospecting objectives for the next 12 months—the company’s fiscal year, the calendar year, or whatever timeframe works best for you. These objectives must be measurable and have deadlines. For example yours might read:
I intend to develop a qualified prospect list containing at least eight companies that buy work suitable for our six-color press and our coating equipment. In addition to the standard qualifications, I will consider these prospects ‘qualified’ when I have made at least two personal calls on the prospects’ decision makers.
Alright, get out there and exercise...and then get out there and sell something!
A Year of Selling Profitably
By Harris M. DeWese with Jerry Bray
Employ techniques and tools that turn weekly sales meetings into energetic learning experiences, resulting in a more enthusiastic, more motivated, and more effective sales force. Understand how these techniques and tools required to build successful marketing, sales and, ultimately, profits, will help you achieve “A Year of Selling Profitably.” Click to order a copy.
Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.