Prospecting -The Chinese Definition of Insanity

The Chinese definition of insanity is, "Doing the sametheir current method isn't working.
thing over and over, but expecting a different."In reality, the BLITZ CALL usually turns out to be one
How appropriate for Prospecting. I talk with salesof the only formal Prospecting methods available, so
people all the time who have trouble with Prospecting,they try it. And, low and behold, their Prospecting
yet continue to Prospect the same way. I don't botherefforts begin to have success both in quantity and
to ask them why, since that is a bad question for anyquality of new customers.
sales person to ask - it forces someone to defendAlso, they avoid the hills and valleys of sales by
what they have done, which tends to reinforce theirProspecting on a regular basis, so they always have
actions - so I simply make a suggestion.plenty of prospects in the system to work with.
I suggest that they may have more success with theirIn conclusion, if your Prospecting efforts are not yielding
Prospecting efforts if they do their Prospectingthe results you want and need, stop doing the same
differently. People are usually open to a new methodthing over and over, but expecting a different result.
of Prospecting, so this is when I can introduce ourTry The BLITZ CALL method, some other method, to
BLITZ CALL(R) ( method of Prospecting and Makingshow that you are really not insane.
Cold Calls.Sell Well and Often,
Just to show how open-minded I can be I will suggestBill Truax
that they try another method of Prospecting if they800-253-1214
find the BLITZ CALL too difficult. (Actually, the BLITZThis email is protected by copyright, 2006, WJ Truax
CALL method is so simple no one should find itall rights reserved. Reproduction ofany portion of this
challenging, but some sales people are closed minded.)email is strictly prohibited without the express written
The point is that they have to Prospect differently ifconsent of WJ Truax.