| The Chinese definition of insanity is, "Doing | | | | |
| the same thing over and over, but expecting a | | | | In reality, the BLITZ CALL usually turns out |
| different." | | | | to be one of the only formal Prospecting |
| | | | methods available, so they try it. And, low |
| How appropriate for Prospecting. I talk with | | | | and behold, their Prospecting efforts begin |
| sales people all the time who have trouble | | | | to have success both in quantity and quality |
| with Prospecting, yet continue to Prospect | | | | of new customers. |
| the same way. I don't bother to ask them | | | | |
| why, since that is a bad question for any | | | | Also, they avoid the hills and valleys of |
| sales person to ask - it forces someone to | | | | sales by Prospecting on a regular basis, so |
| defend what they have done, which tends to | | | | they always have plenty of prospects in the |
| reinforce their actions - so I simply make a | | | | system to work with. |
| suggestion. | | | | |
| | | | In conclusion, if your Prospecting efforts |
| I suggest that they may have more success | | | | are not yielding the results you want and |
| with their Prospecting efforts if they do | | | | need, stop doing the same thing over and |
| their Prospecting differently. People are | | | | over, but expecting a different result. Try |
| usually open to a new method of Prospecting, | | | | The BLITZ CALL method, some other method, to |
| so this is when I can introduce our BLITZ | | | | show that you are really not insane. |
| CALL(R) ( method of Prospecting and Making | | | | |
| Cold Calls. | | | | Sell Well and Often, |
| | | | |
| Just to show how open-minded I can be I will | | | | Bill Truax |
| suggest that they try another method of | | | | |
| Prospecting if they find the BLITZ CALL too | | | | 800-253-1214 |
| difficult. (Actually, the BLITZ CALL method | | | | |
| is so simple no one should find it | | | | This email is protected by copyright, 2006, |
| challenging, but some sales people are closed | | | | WJ Truax all rights reserved. Reproduction |
| minded.) The point is that they have to | | | | ofany portion of this email is strictly |
| Prospect differently if their current method | | | | prohibited without the express written |
| isn't working. | | | | consent of WJ Truax. |