Prospecting is more difficult than ever because of all the filtering devices that exist. Yet salespeople still must prospect for new customers if they want to be successful in the long run. Unfortunately, originators who use phone calls or emails to prospect are experiencing record low response rates. Can you blame people for not answering […]
How to Cut Through the Clutter with Prospecting Efforts Read More »
Recently, I discussed how today’s selling environment requires originators to form a tribe of followers because they are providing important information to improve their customer’s lives. Selling has moved from pushing products to being a valued educator and leader. Smart originators recognize that hawking mortgage products doesn’t create trust; what does is sharing personal passions,
The Death of AIDA and the Rise of Personal Branding Read More »
The two topics that I am most often asked to train on are prospecting and recruiting. I think this is no surprise since selling in the marketplace is now more difficult than it has been in the past. In many ways, prospecting and recruiting are the same, just with different targets. Both require an individual
Five Keys to Recruiting and Prospecting Success Read More »
Every originator and manager has heard that well-known truism “sales is a numbers game” from their first day in the business. The assumption is that if salespeople present their product/service to enough prospects, eventually somebody will take what they’re offering. Managers have translated this cliché into a formula: If x number of customers are presented
Is Sales Origination a Numbers Game? Read More »
In recent discussions with sales executives, I have asked a critical question: “What percentage of time do your salespeople prospect for new referral sources?” Most managers estimate that originators are prospecting 70% of the time. However, when we tracked actual prospecting efforts, in many cases, that percentage is actually closer to 10% to 20%. With
How Often Are Your Salespeople Really Prospecting? Read More »
