The Brooks Group

JULY 13, 2007

Whether you're just getting started or you've been selling for years, it's important to remember sales don't just happen. They're the result of pursuing the right activities at the right time. Keep your selling career on track with this handy checklist of essential sales activities. Pre-Call Planning. Are you talking to qualified prospects? Timing: Are you in front of your prospects when they are ready to buy, not when you need to make a sale?

Sales 40

Sales Prospecting Competition 40

The Brooks Group

JULY 9, 2007

What does your prospect want to hear about - every imaginable bell and whistle that your product offers or how they can use the product to achieve their goals or solve their specific problems? Chances are you already know the answer. But if you're like many salespeople, you still may not be able to resist the temptation to keep talking until your prospect's eyes glaze over with confusion and boredom.

Sales 40

Sales Prospecting Sales presentations 40

The Brooks Group

JULY 2, 2007

OK. Good job! You got the appointment with this important prospect. Now what? You better plan carefully and intelligently. No winging it - you're better than that. You're a professional salesperson - a value resource, a consultant to your prospect, not a product pusher or a data dumper. So - be PREPARED. But how? Start with the critical questions that every prospect wants answered when you show up for a sales call: Who are you?

Prospecting 40

Prospecting Consulting Sales 40