Many salespeople See opportunity. Few sales people seize opportunity. Seizing the opportunity means employing all the techniques possible. It means doing things most other salespeople don't do. Superior salespeople identify opportunities quickly and effectively, and then they use all their resources to turn potential success into sales dollars. What does seizing opportunities look like in action? Let's look at a couple of examples. Consider prospecting, for instance. Most salespeople loathe the process because they don't understand that it's the engine that drives the entire sales process.

There are a number of ways in which you can prospect. One of the most effective is simply by using word of mouth. I make word of mouth work for me by telling every single person I meet what I do for a living. If you were to meet me face to face, I'd tell you that I'm president of D.E.I. Management Group, and that we're a nationwide sales training company with offices in New York, Chicago, Los Angeles, and Dallas. I'd tell you that I have about forty reps working for us, and I'd tell you some of the companies we work for. Whether we met in a business context or not, you'd get all that information about me and my company when we met. For more, visit my blog HERE

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has trained over 350,000 salespeople at firms such as AT&T, Chemical Bank, and Motorola.