{"id":64,"date":"2012-02-01T00:13:01","date_gmt":"2012-02-01T00:13:01","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2012\/1\/31\/191301.html"},"modified":"2012-02-01T00:13:01","modified_gmt":"2012-02-01T00:13:01","slug":"prospecting-versus-stalking","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/prospecting-versus-stalking\/","title":{"rendered":"Prospecting versus Stalking"},"content":{"rendered":"

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Prospecting versus Stalking<\/span><\/b><\/span><\/div>\n
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            Thomas Szaky shocked his parents a few years ago when he decided to drop out of Princeton University to start a business marketing worm poop. To their dismay, he explained his organic plant food would be made from worm droppings and be packaged in recycled pop bottles as house plant fertilizer.<\/span><\/div>\n
            But the 26-year-old Canadian had the last laugh when his fledgling company landed the Wal-Mart account. First-year sales from the Wal-Mart exposure and distribution exceeded $25 million!<\/span><\/div>\n
            Each week, thousands of inventors, manufacturers’ agents and sales people try unsuccessfully to get their products stocked on Wal-Mart shelves. So how did a young Mr. Szaky nab the business at mighty Wal-Mart? <\/span><\/div>\n
            “I don’t know” he says.  “I made sixty one phone calls and the last one finally worked. I guess it was just sheer persistence.” <\/span><\/div>\n
            Selling is often defined as ‘a transference of confidence’. Your persistent pursuit of product knowledge in a changing media landscape coupled with a clear understanding of how your products can achieve your prospects’ goals will build the confidence that in turn creates persistence.<\/span><\/div>\n
            But do you understand the difference between persistence and stalking?<\/span><\/div>\n
Calling a prospect 61 times in pursuit of an order for your station can be stalking.<\/span><\/div>\n
            How do you feel if every time you see a particular individual they are trying to sell you something?<\/span><\/div>\n
            Preparing a series of valid business reasons<\/i> for a prospect to meet with you separates stalking from persistence. <\/span><\/div>\n
            A valid business reason for every customer contact means creating an agenda or having a mission which benefits the customer, whether they buy during that meeting or not. It may be a helpful tip to grow their business, you might give them a lead or some useful marketing statistics, or deliver news that affects their business.<\/span><\/div>\n
            Consistently planning a valid business reason for every call demonstrates respect for your clients’ time and clearly positions your interest in growing their business.<\/span><\/div>\n
            Click here<\/span><\/u> to arrange a free online demo of how we can help you create more valid business reasons for prospects to meet with you, and to increase your sales. <\/span><\/div>\n
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If you did not complete our survey last week please take 5 minutes to do so here; <\/span><\/span>Click here<\/span><\/a><\/span> to do a short online survey to<\/span> help us do a better job for you.<\/span><\/span><\/div>\n
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  Prospecting versus Stalking               Thomas Szaky shocked his parents a few years ago when he decided to drop out of Princeton University to start a business marketing worm poop. To their dismay, he explained his organic plant food would be made from worm droppings and be packaged in recycled pop bottles as house […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-64","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/64","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=64"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/64\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=64"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=64"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=64"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}