FYI from MCI - Prospecting made easy

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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