Leads, every salesperson wants them and most do not seem to want to work to get them. It is always nice to get as one of my old bosses use to say a blue bird but those do not just drop from the sky. If you just wait like many sales people do they are often the losers and the first to be let go. You can only kiss ass for so long and someday someone will ask your boss what the heck is that person doing? I always say don't worry about that time coming and go aggressively after leads. How can you get them you ask? First check your existing customers for quick upgrade sales. Second, go and check old quotes perhaps from the last salesperson in your territory and call those former leads. I was recently called by a customer that had rejected me over a year ago and now he asked me if I wanted to bid on his business. That was not quite a blue bird but close. You just never know you have to keep trying. A majority of salespersons do not ever follow up but statistics show it could take five or more calls to close the deal. Do not get down, do not take no as the final answer sometimes it is just the beginning to a sale. By the way, if you get that sale, ask that new customer if they know of others and if they give you some names, thank them and send a thank you card. Yes I said thank you card, they work!
OK more to come soon.
Joe
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