business systems – Miller Marketing and Training

June 9, 2016

7 Ways To Find Prospects

by Brad Miller in Marketing

You’ve just finished your last Christmas take down, and everything is stored for another year. Now you’re raring to make some sales calls to close that next account. But wait, something’s wrong. You’ve looked in your daily planner and there is something missing – prospects. This means, of course, that you’ve got not one to […]

June 9, 2016

Consider Your Prospects

by Brad Miller in Sales

“Every time you make a sale, you’ve just lost your best prospect.” This bit of wisdom was given to me by a veteran sales pro who believed prospecting, or continually searching for individuals and companies as potential clients, is essential for every successful selling career. Prospecting is the initial step in the entire sales process, […]

June 9, 2016

‘Tis The Season For Add On Sales

by Brad Miller in Sales

Think of the last time you ordered pizza from Pizza Hut or Dominos. When you called for a medium pepperoni, the voice over the phone probably asked if you’d like a second pizza for just five bucks more (this question is probably programmed into a computer). Then, when you said “sounds good,” you were most […]

June 9, 2016

Secret to Sales Script Success

by Brad Miller in Sales

What are the first words out of salespeople’s mouths the moment customers walk in retail stores? They say systematically, “Can I help you?” Shoppers respond, “No thanks, just looking.” Someone finally realized this question was ineffective and came up with a new approach: “Have you been here before?” This slight selling script change accounted for […]

June 9, 2016

Organize And Make Contact

by Brad Miller in Sales

As covered in the last issue, prospects are the life-blood of any salesperson’s career. But, once aware of them, how do you organize your contact? When you call, are you getting right through to the decision maker and more importantly, are you getting the appointment? Organization & Telephone Techniques Two essential “salesperson skills” to […]

June 9, 2016

Make The Most Of Your First Visit

by Brad Miller in Sales

“There must be a better way,” I remember thinking to myself in the early days of my selling career as I left an initial meeting with a new prospect. My first meetings were usually very short and not too productive. After a pleasant greeting, I would say that I didn’t really need to meet with […]

June 9, 2016

Kill ‘Em With The Close

by Brad Miller in Sales

One of my favorite national sales magazines recently published a story about Gateway 2000, a booming computer manufacturing company. In describing its sales force, the Vice President for Major Accounts was quoted as saying, “Our sales organization was almost entirely reactive and just responded to inbound calls… customers had to call us to buy the […]

Tag Archives: business systems

7 Ways To Find Prospects

Consider Your Prospects

‘Tis The Season For Add On Sales

Secret to Sales Script Success

Organize And Make Contact

Make The Most Of Your First Visit

Kill ‘Em With The Close

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