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It seems as if we will go to any length to avoid having to make cold calls. In the 28 years that I have been training sales professionals, I have seen very few who actually know how to actively pursue referred leads and even fewer who actually do. Now when we talk about getting referred leads when making cold calls, most sales people will think I am crazy. We I was cold calling in Houston with a salesman not long ago we got at least one referred lead from every cold call we made. Article: In our training workshops we often get questions everywhere how to get 'referred leads' so sales professional don't have to prospect anymore. It seems as if we will go to any length to elude having to make cold calls. In the 28 years that I have been training sales professionals, I have seen very few who unmistakably know how to all out pursue referred leads and even fewer who indeed do. Now when we talk carelessly getting referred leads when making cold calls, most sales people will think I am crazy. We I was cold reason in Houston with a salesman not long ago we got at least one referred lead from every cold call we made. Even I was amazed. The way I do cold calls, they are simply shortened version calls made to meet the prospect, introduce myself and my company, get an ruling to comeback, and then get out. We are finding that many times the prospect will give you time right then. The idea following the my prospecting system is that you should never simply drive past a good potential customer without stopping. One of the things you find when you make cold calls on a regular hypothesis is that you will have a lot of the prospects sit and talk with you. I am not sure why this is happening more now than before. It is either that people are getting more serene making the cold calls or the prospects are not thing enough and welcome the company. Either way, it is really fun to prospect in the field these days. We were career on people involved with quality malpractice insurance and I could see a plaque in everybody's office indicating membership in the local sentence of their association. One of the first prospects we styled on suggested that we call on one of his friends from the tie in auxiliary company. We did and got an arrogation two days later which included a complete tour of their testing facilities. Acting on that premise, everyone that we on for that week we simply asked, 'Is there anyone else that you know in this area that we might call on?' They would give us a name and I would ask if it was all right to use their name. Everyone said it was OK. My collocation was to help the salesman develop his skill at prospecting, making cold calls. But it turned into a week of going from one cold call to referred lead, out for referred lead. This may not work in every industry, but when you call on people who have a strong tie to a garden organization or association, give it a try. The secret is simple you just have to do it. Who knows, maybe you too will get referred leads when prospecting. Sell Well and OftenTM Bill Truax Bill@BlitzCall.com 800-253-1214 © Copyright 2006 WJ Truax
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