| I conducted a BLITZ CALL Prospecting workshop in | | | | calls, this is not rocket science. The initial Prospecting |
| Toronto this week for a group of highly experienced | | | | call, the BLITZ CALL, is simply a quick introduction - in |
| sales professionals. | | | | and out. It is designed for face to face Prospecting |
| They were a great audience and are already | | | | while you are in the field, but is being used via the |
| implementing the skills we discussed according to the | | | | phone more and more these days. |
| feed back I am receiving. | | | | Never drive by a good Prospect without stopping. That |
| One thing I have to remind myself and all the people I | | | | is what the BLITZ CALL is designed for. After that, |
| train is that Prospecting in the commercial/industrial | | | | you implement your selling skills, the Prospecting phase |
| market place has to be simple. The reason is not | | | | is over. |
| surprising. Most of us in sales hate to Prospect. | | | | So there you have it, keep Prospecting simple and you |
| Therefore, if we make Prospecting complicated in any | | | | will have more Prospects that you ever thought |
| way, there is the excuse we need not to Prospect. | | | | possible. Now the folks in manufacturing will have to |
| So, when I say simple what do I mean. Ready for this? | | | | try to keep up with your orders. |
| Just get Leads and do BLITZ CALLs. That is about as | | | | Sell Well and Often, |
| simple as you can get. | | | | Bill Truax |
| In commercial/industrial sales, people don't buy until | | | | Bill Truax is President of Trufield Enterprises, Inc. a |
| after the 3rd call. Therefore, we must make at least 3 | | | | Cleveland, Ohio based sales consulting firm. |