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M6 | roy.johnson@sandler.com
 

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Roy Johnson

There is no two ways about it, prospecting can be tough, but adopting a smart strategy can take the stress out of the search for new business.

Sales growth relies on identifying and making contact with potential customers; standing still is not really an option when market shrinkage or stagnation is the result.

Sales is not an exact science – success is a result of using the right approach at the right time but how do you know what is working?

One-to-one meetings, emails, networking, cold calling – the methods used to capture fresh sales are varied with some more suited to particular industries than others.

Getting what you want is not always easy but with the right skill set in place striking a deal that works for you will become second nature.

The secret to achieving a successful outcome is negotiation mastery – where both sides feel that they are getting a great deal.

There is a secret to success - the only thing is it’s not that much of a secret, more of a plan.

How do you make the best even better? By finding the perfect match – and in teaming up with renowned motivational specialist Ziglar that is exactly what Sandler Training has done.

I guess I’m the only one here who, when looking for Sales and customer facing staff, saw a CV that described James Bond, sat with a candidate who interviewed like Daniel Craig, then sadly had to work with Johnny English for years when they hit the payroll?

Networking is a great prospecting tool and should be a key part of your weekly prospecting plan.

Networking activity has been instrumental in building my business. If you are looking to grow your contacts and get involved with a group of supportive local business owners, then taking part in networking events is something you should seriously be considering.

We recently featured in a blog article on the BforB website. Read on to see how BforB has helped my business grow. 

How are you going to make 2017's goals achievable? If the goals you set in January last year did not become a reality, what are you going to change this year to make them happen?  It's not about the goals you set, but what the process is to achieve these goals. Repeating the same behaviours that do not lead to success, will ultimately result in another failure. 

Everyone is talking about their resolutions and how this will be “their best year yet”…but how are you going to make it happen?

Vague, generic goals are not going to work. You need a solid plan and a breakdown of how you will achieve these goals.

Read more about how we sets goals within Sandler.

An unusual title, but the event that gave the title led me to ponder, “Why do people hate picking up the phone and prospecting?”

There is a real parallel here with my experience with the skunk and sales people making cold calls . Read on to understand why.