sclark, Author at New School Selling | Page 3 of 133

All Posts by sclark

What Is The Purpose Of Prospecting?

If you ask most people in the sales business this question they will tell you something like “the purpose of prospecting is to get people to give you an appointment.” They think that their job is to try and convince people to give them an appointment. They think if they can make enough appointments and […]

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The Salesperson’s Prospecting Dilemma

The Salesperson’s Prospecting Dilemma

Today, sales people are struggling more than ever to secure quality appointments with prospects that might be ready, willing and able to do business.FACT: Sales people are most effective when they’re in front of a prospect, uncovering needs, and selling solutions to those needs.FACT: Most sales people spend hours prospecting, cold calling, attending networking events, […]

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Crises or Opportunity

Crises or Opportunity

The Chinese symbol for crisis is composed of two separate symbols that mean opportunity and danger. These two elements always exist simultaneously. They are inseparable. We hear a lot about cutbacks, layoffs, slow downs and recession. The popular press loves bad news. Why? Because bad news always sells better than good news. Those who get a […]

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