FYI from MCI™

Prospecting made easy

Motivational expert Mike Marchev spoke to GO Show attendees about how to improve group-tour sales. Pass these tips along to your tour planner.

• Make business fun.
• Let people know you're out there. To succeed, you must call on a prospect seven times over a one-month period. Don't be part of the demoralized majority: 50 percent of sales representatives quit after the 1st cold call; 25 percent quit after the second; and 80 percent quit after the 5th contact is made.
• Don't quit.
• Ask for the business.
• Establish trust. Take an interest in people. If you like them, they'll like you.
• Realize there are people you can help and people you can't. Find the next customer.
• Don't tell people your problems: 80 percent don't care, and 20 percent are happy you have them! Make the conversation about them.
• Show up, and show up on time, looking good.
• And finally: Follow up, follow up, follow up.

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