A recent report in a major business periodical suggested that sales closing rates are off by an astonishing 66%. Further, sales closing accuracy is down and more importantly closing times are increasing. I was recently asked if a return to cold calling and perhaps direct mail might reverse these trends, emphatically I stated NO. The rationale is simple, clients and even potential clients desire to conduct business with those that they know and those they trust.Cold calling, direct mail and other traditional selling methods do little to build relationships- they simply anger and frustrate. When was the last time you took a call in the evening after a lengthy day from a cold calling maven? And when was the last time you spoke with a million dollar insurance agent that cold calls?The following monthly podcast will provide you with answers to your business issues during the economic turbulence.
