u’ve researched your prospect’s needs, estimated his potential spending, and written a proposal that’s worthy of a Pulitzer Prize. It’s time to make the sale,cheap ugg boots!



Right about here is where most new salespeople (and plenty of experienced ones, too), make a major mistake. They’re eager to get the process started, they’ve got a lot of things to do, and their sales manager has been bugging them about all the time they’ve been spending in the office working on proposals. So they rush out and drop in on the prospect, saying something like, “I was in your neighborhood, so I thought I’d stop by and see if you wanted to buy something today."



This is not a great way to impress the prospect with the careful thought that went into your proposal.



Or they try to make an appointment by calling ahead with a pitch like, “Hello, Mr. Big. I’d like to show you our newest line of widgets. When can you see me?" Then they wonder why Mr. Big is too busy to fit them in. And why they always seem to get his voice mail when they call back.




At least the second salesperson made an attempt to demonstrate some professionalism by making an appointment. The first one apparently didn’t place enough value on the prospect’s time to reserve some of it in advance.



When you just “drop in" on a prospect, you and your proposal are placed in the same category as the other salespeople who work without appointments. These include people like political pamphleteers going door-to-door, cute little girls selling cookies, and route sales operators who fill up vending machines. All of these people serve perfectly respected functions in the grand scheme of our economy,www.uggs-bootscheap.co.uk, but do you really want your $120,ugg boots cheap,000 idea considered along with the proposal for a new gum-ball machine in the employee’s lounge?



Making cold calls in this day of voice-mail-protected, work-over-loaded executives isn’t easy. It’s about as much fun as changing a flat tire on the New Jersey turnpike during rush hour in the snow. Done correctly,cheap ugg boots, though, it doesn’t have to be a chore. It’s also helpful to remeWO CAO：

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