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