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Best Lead Source…Your Previous Buyers. Prospecting Your Customer Base…And Other Company’s Customer Bases By Claude Whitacre

Best Lead Source…Your Previous Buyers. Prospecting Your Customer Base…And Other Company’s Customer Bases By Claude Whitacre

[ 0 ] April 5, 2017 |

Think of your ideal sales prospect. What about them would make them far more likely to buy from you? Would it help if they already knew you..liked you..trusted you? Wouldn’t that make the sales process faster? What if you knew..before you even called them…that they qualified financially for what you sold? What if you knew […]

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Sales Leads. Generating Sales By Working Your Business’s Customer Service And Repair Customers. Sales Training Tips By Claude Whitacre

Sales Leads. Generating Sales By Working Your Business’s Customer Service And Repair Customers. Sales Training Tips By Claude Whitacre

[ 0 ] April 3, 2017 |

  I’m going to tell you a ┬ástory. About 30 years ago, I decided to open a retail store selling vacuum cleaners. I wanted to learn how to do that from someone respected in the business I chose. So I asked several people (in the retail vacuum cleaner business) who they thought could teach me. […]

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Sales Prospecting. Your Online Presence For Sales Prospecting And Referral Selling by Claude Whitacre

Sales Prospecting. Your Online Presence For Sales Prospecting And Referral Selling by Claude Whitacre

[ 0 ] March 30, 2017 |

This is about why salespeople need to be online. There are three times a sales prospect is going to go online in the sales cycle; Before you call them. As soon as you call them to make an appointment, but before they see you. Right after they bought from you. Before you call them… If […]

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Referral Prospecting. Cold Calling Even When You Are Seeing Plenty Of Referrals by Claude Whitacre

Referral Prospecting. Cold Calling Even When You Are Seeing Plenty Of Referrals by Claude Whitacre

[ 0 ] March 29, 2017 |

The best way to prospect is by asking for referrals, getting introduced, and seeing referrals from people who have bought from you. The huge advantage is that the people that refer you, is that they transfer some of the trust they have in you to the referred lead. By introducing you to the referral, that […]

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Referral Selling. Sales Prospecting. Referral Introductions,  And “Returning The Favor” When Referral Prospecting by Claude Whitacre

Referral Selling. Sales Prospecting. Referral Introductions, And “Returning The Favor” When Referral Prospecting by Claude Whitacre

[ 0 ] March 28, 2017 |

If you have been selling by referral for any length of time, you will eventually run into someone who says something like “I should send you to see Bill. Two years ago, that darn Bill sent over his insurance guy…and it would serve him right if I sent you over to see him”. My suggestion? […]

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Selling Against A Competitor. When Customers Ask About A Competitive Product, Service, Brand, Or Company? by Claude Whitacre

Selling Against A Competitor. When Customers Ask About A Competitive Product, Service, Brand, Or Company? by Claude Whitacre

[ 0 ] March 28, 2017 |

What do you do when s sales prospect asks you about a competitive company, product, brand? The worst thing you can do is run down the other company, brand, salesperson, or product. Why? Because you have no idea how the prospect feels about that competitor. What if the prospect likes your competitor? What if their […]

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