Joe Marr, President, Sandler Training Ann Arbor

Here are a couple of tips for ensuring people listen to your whole commercial when you’re describing what you do.

Get out and meet your market.

Start a peer group and create your own referral community.

Your clients don’t always understand the value your services can bring to them. So why not offer to provide a diagnostic assessment, free of charge, to help your clients and prospects uncover the potential impact of your services?

Don’t beg for appointments, get invited in.

Reinforce their commitment before every sales call!

Stay in front of prospects to build your brand while building credibility.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

Make your website the most productive member of your sales team

Could your clients be your best prospects?