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Posts Categorized / 28 days to better selling

  • May 21 / 2009
  • 2
* Sales Podcast, 28 days to better selling

Day 4 of the 28 Days to Better Selling

Today’s assignment is focused on finding and developing more lead and networking sources. Watch the video and then take the following action steps:

1) Make a list of all the possible lead and networking sources.
2) Pick the ones that have a high concentration of you’re A target or A referral sources
3) Join and or book yourself for some events
4) Book a morning once a month for the next 3 months to pre-plan your networking.
5) Get out there and start connecting

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  • May 20 / 2009
  • 1
* Sales Podcast, 28 days to better selling

Day 3 of The 28 Days to Better Selling

Today’s daily discipline is Prospecting. There are many types of prospecting and we will focus on several approaches over the next few days. Today’s focus is on in-person or one-on-one prospecting. Tomorrow I will be giving the top prospector $500 worth of my personal time, coaching one-on-one via telephone or in person if you are located nearby.

Here’s your assignment:

1) Listen to today’s podcast

2) Follow the CCIC formula (mentioned in the podcast) and make as many new connections as possible within 24 hours of the posting time of this blog/podcast.

3) Report back with how many people you met, and what you learned. The person who collects the most cards and/or has the best story wins. You can report back by video by clicking the seesmic icon near the comments box as well.

Good luck and happy prospecting!

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  • May 19 / 2009
  • Comments Off on Day 2 of The 28 Days to Better Selling
* Sales Podcast, 28 days to better selling, Sales Articles, Sales Blog

Day 2 of The 28 Days to Better Selling

This is Day 2 of the 28 Days to Better Selling with Shane Gibson. Today’s focus is on developing a set of criteria and aggregating your referral sources and centers of influence to help you maximize and prioritize your referral generating opportunities.

Today’s assignment is:

1) Brainstorm all possible criteria for CIO and referral sources
2) Pick 5-7 top criteria
3) Make a list of existing and potential A category CIO’s and referrals
4) Book a meeting with at least 2 existing to say thank-you and share criteria
5) Share your thoughts and how you implemented this at http://closingbigger.net

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  • May 18 / 2009
  • 14
* Sales Podcast, 28 days to better selling

Day 1 of the 28 Days to Better Selling

Today is Day 1 of the 28 days to Better Selling. Over the next 28 days you will work on 28 small shifts that will add up to a significant improvement in the way you sell.

Today’s topic is on “The ABC’s of Targeting.” Watch the video ( or direct download) here, and complete the 5 steps outlined below:

  1. Make a list of all possible criteria
  2. Pick the top 5 to 7 that are absolutes
  3. Compare that to your last 10 business transactions
  4. Answer the question: What could you do to better target or profile clients?
  5. Visit http://closingbigger.net to share your thoughts in the comment section.

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