Sales Author Says Most Salespeople Waste Good Sales Leads
New York Times best-selling author and leading sales trainer, Frank Rumbauskas, says that most salespeople don't need more lead generation and prospecting tips. They simply need to do a better job with the leads they already have.
Generate Hot Leads Without Cold Calling
"More leads, more leads, more leads. That's the most common complaint I hear from salespeople when I'm on-site doing sales training. But every time I dig deeper, I find that salespeople let perfectly good leads to go waste by approaching them incorrectly," he explains.
Rumbauskas says that "buying" and "selling" are two very different approaches to the sales profession.
Buying, according to Rumbauskas, is the process of creating the circumstances where prospects will want to approach you and buy, and your job is to facilitate the buying process.
Selling, on the other hand, is a stressful, confrontational uphill process of trying to convince someone that they need to buy whatever it is that you're selling, regardless of whether or not they actually want or need it. The result of selling, by Rumbauskas' definition, is lots of sales objections, cutthroat price negotiation, and if you get the sale, frequent buyer's remorse and customer service problems.
Frank continues, "The issue of leads not being approached properly came to light in my lead-generation business, which is one of the services we provide to client businesses. We have to make it clear to clients, up-front, that we can provide the highest quality leads in the world, but if their salespeople call those leads from a position of weakness and that of a stereotypical salesperson, the leads won't produce as well as they could."
The solution? That's easy, according to Frank Rumbauskas! Stop cold calling and engaging in other activities that train a salesperson's mind to supplicate and sell from a position of weakness, and instead, start using Information Age methods and strategies that bring prospects to them, without the hassle and loss of power associated with cold calling.
"The secret to sales success is simple: Get prospects to come to you, whether you do it yourself or your company is buying pre-qualified leads. Then, follow up with those people from a position of power. Be in charge. Set up the circumstances for buying to take place, and facilitate that process - let them buy!"
To learn more about Frank Rumbauskas and his training, and to access his blog full of hundreds of valuable sales tips articles, please visit http://www.nevercoldcall.com
FJR Advisors, Inc.
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