DeWese--No News Is Good News
No, salespeople; if you are going to get appointments, you will have to stick to the basics.
"The basics?" you ask.
| Prospecting Basics
Create/obtain a list of prospects with company names, phone numbers and addresses. Make a vow to do something about prospecting every day. Before making a call, do your research to find out about the company, its products and services. Make a few preliminary calls to the target company; speak with the receptionist to get the name(s) of the print buyer(s). Get samples of the company's printed material. Plan each phone call; practice what you're going to say to the buyer. |
- People:
- Geraldo Rivera
- Harris DeWese
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