Quote:
Originally Posted by Ramman
Over the last 5 years that I have been playing this game I have run into some bad luck or at least it seems like it to me. It seems everytime I find a nice Indy girl after a short time they retire or move on or just don't surface anymore. Everytime I find a good agency it seems like they close up shop after a short time. Everytime I find a good Rub girl she retires or closes up shop. I like to find two or three places to go and then stay and get to know the lady or ladies that are there. I do not do notels so the search is on again.
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That's not bad luck... that's the normal sales cycle.
The biggest problem I had training young sales executives was on the necessity to refill their sales prospect "pipeline". They would make a few sales and then they would stop prospecting for new business. When they lost an account they would go through a slump while they were scouting for new prospects.
TMFT sales training 101:
1. Constantly look for new prospects, even when you are making your quota.
2. Keep your prospect pipeline full so that you always have something working.
3. Make your sales calls a mixture of visiting established clients and prospecting new ones.
4. If you have a full pipeline you never have to make "Cold Calls" (BP, Craigslist).
5. Never let your pipeline run dry!
Next week we will cover Overcoming Objections and Closing the Sale.