Michael Krause (@SalesSense on Twitter) talks to host Craig Price about sales prospecting. It’s no secret that to make sales you need to find people who will buy from you. But who do you contact? How often? When does it cross the line from persistence to the awkward unwanted advances of a stalker? Michael has made it easy with his book “Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls”. Michael set out a process with Craig on “touch” frequency since prospecting isn’t just calling on the phone, but could be direct mail, email, passenger pigeon (if you have the budget)…pretty much any way you can get your service or product in front of potential buyers. And while sales prospecting can be a numbers game, Michael really gets to the heart of the issue when he talks about following up, something most people don’t do or do poorly. They also talk about how too many sales prospectors ruin the experience for your potential buyers and what you need to build trust. If you’re a new or even an experienced sales person, this podcast has something for you.
Michael can be found at his professional website http://www.MDKRause.com.
November 15, 2011
Janine Iannarelli of Par Avion sets Craig straight on buying and selling corporate aircraft. No, Craig isn’t in the market, but after listening to him rant about is lack of faith in the TSA, the rude passengers and overbooked flights, you might want to give him one just to shut him up! Janine explains why you shouldn’t look at corporate jets as luxury items when they really do enhance productivity and why the corporate jet tax is just politics.
Janine’s aviation consultancy can be found at http://www.paravionltd.com
Shawn Doyle, sales expert from New Light Learning and Development, sits down with a frustrated Craig as they talk sales. Shawn tries to get Craig over his disdain for sales, all while trying to sell Craig’s own book to him! They touch on prospecting, NASCAR, following-up and why you need to know so much before you even make a sales call.
Shawn can be found on twitter @Motiv8er as well as his website http://www.sldoyle.com/. Also look for his new book The Soul Survivor in stores now!